Transcript June 2011 Business Analytics and Optimization © 2011 IBM Corporation Business Analytics and Optimization Topics  What is BAO and Why is it Important?  How to.

June 2011
Business Analytics and Optimization
© 2011 IBM Corporation
Business Analytics and Optimization
Topics
2

What is BAO and Why is it Important?

How to Talk About BAO to Customers

IBM’s BAO Offerings

Mid-Market “Lead With” Offerings and Roadmaps

Additional Marketing Resources
© 2011 IBM Corporation
Business Analytics and Optimization
Watson answered a grand challenge
Can we design a computing system that rivals a human’s ability
to retrieve, analyze and interpret vast amounts of information in real time,
arriving at the highest probability correct answer in less than three seconds?
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© 2011 IBM Corporation
Business Analytics and Optimization
Imagine if you had all the answers you need to win?
Which
customers are
thinking of
leaving?
Which
transactions are
fraudulent?
Which new
product has the
greatest
chance of
success?
How can I
extract insight
from all of my
information?
The ultimate differentiator today…
…is being able to make more informed choices with
confidence, to anticipate and shape business outcomes.
4
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization solutions work like
Watson – enabling you to find answers you need to win
Analytics correlates to performance…
3x
Organizations that lead in
analytics outperform those
who are just beginning to
adopt analytics
5.4x
Top Performers are more
likely to use an analytic
approach over intuition*
*within business processes
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Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute of Business Value study. Copyright © Massachusetts Institute of Technology 2010. © 2011 IBM Corporation
Business Analytics and Optimization
… and companies that invest in analytics
consistently outperform
Revenue Growth
Profit Growth
Return on Invested Capital
5 Year CAGR (2004-2008)
5 Year CAGR (2004-2008)
5 Year Average (2004-2008)
12.5%
>12x
33%
more
more
9.4%
32%
11.9%
more
9.0%
7.3%
0.6%
Finance organizations with business insight
All other enterprises
Revenue Growth: N = 580; EBITDA: N = 435; ROIC: N = 606
Source: IBM Institute for Business Value, The Global CFO Study 2010
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© 2011 IBM Corporation
Business Analytics and Optimization
Delivering innovative analytics solutions
IBM Business Partner BrightStar Partners helped Cincinnati Zoo deploy
a single, integrated IBM analytics solution that gave management and
employees an “at a glance” view of the business across ticketing, retail
and food segments, enabling decision making that resulted in revenue
gains, smarter marketing spend and improved visitor service.
Challenge
• Maximize the recent increase in attendance
• Raise guest spending through new incentives and
loyalty programs
• Improve services to visitors
Solution
• IBM Cognos software
• Integrated view of ticketing, retail and food operations
• Tailored promotions to visitors
• Smart phone notification
Benefits
• 25% increase in in-park spending
• Additional 50,000 visits per year
• $350K increase in revenue in the first year
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“Almost immediately after going live
with IBM analytics software, we
were able to increase our in-park
spending by as much as 25 percent
by utilizing 360 degree customer
views. We turned that information
into strategic offers to our guests,
and arming our managers with realtime data enabled them to react to
a dynamic and fluid business driven
by seasonal weather patterns. It
was instant payback.”
- John Lucas, Director of Park Operations
for Cincinnati Zoo and Botanical Gardens.
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Defined
Business Analytics and Optimization is the market
category comprising the software, services, systems and
solutions that enable organizations to turn the wealth of
information available today into insight, creating new
opportunities for business optimization.
Capabilities and solutions span information
management, enterprise content management and
business analytics, as well as related areas including
collaboration, optimization and storage management.
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© 2011 IBM Corporation
Business Analytics and Optimization
IBM Software is Well Positioned to Address 2011 Midsize Client Priorities
2011 Midmarket Trends Study
• Emerging from recession, IT
Budgets are growing
• Spending is heavily allocated
toward SW-based solutions
Click here to see the MM Trends Study 2011 on PW SMB and w3
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Source: 2011 Inside the Midmarket Trends Study. % indicating area is top priority.
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization is the next big investment
area for companies – similar to other transformational
initiatives like ERP or CRM in the past
Transactional
Automation
• Task / Process
Automation
• Recording &
Reporting
Resource
Planning
• Business Efficiency
• Aggregation and Data
Warehousing
$566B  3% CGR*
Business Process
Management
• Cross-functional
Integration
• Performance
Measurement
Business
Analytics
and Optimization
• Mastering Information
• Anticipating and
Shaping Outcomes
$105B  8%
CGR*
Source: IBM Analysis on addressable market opportunity based on GMV 1H09 data; includes addressable Hardware, Software and Services opportunity. CGRs 2009-2012
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© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization solutions bridge the gap
between information and outcomes
Information Explosion
Optimized Outcomes
How do I align my information
with my business?
How do I make the right information
available when and where
it’s needed?
How do I support better decision
making throughout my organization?
Enhance Customer
Understanding
Optimize Real-Time
Decisions
Foster Collaborative
Decisions
Enable Enterprise
Visibility
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© 2011 IBM Corporation
Business Analytics and Optimization
Where organizations are focusing
Business Analytics and Optimization
Enhance
Customer Understanding
• Customer Churn
• Marketing Spend
• Sales Productivity
Optimize
Real-Time Decisions
• Fraud Protection
• Health Monitoring
• Trading Advantage
Foster
Collaborative Decisions
Enable
Enterprise Visibility
• Customer Service
• Claims Processing
• Channel Management
• Risk Management
• Demand Visibility
• Strategy Alignment
Build an Efficient
Information Management Foundation
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• Reduced costs
• Simplified integration
• Actionable insight
© 2011 IBM Corporation
Business Analytics and Optimization
Each BAO investment area represents a significant growth opportunity
Enhance Customer
Understanding to
Enable Profitable
Growth
Drive Real-Time
Decision
Optimization
Foster Informed &
Collaborative
Decision making
Enable Enterprise
and Operational
Visibility
Building an Efficient
Information
Management
Foundation
Market
Opportunity
Market
Opportunity
Market
Opportunity
Market
Opportunity
Market
Opportunity
$11B
$12B
$15B
$18B
$74B
CAGR
8.5% (‘10-’15)
CAGR
7.8% (‘10-’15)
CAGR
7.3% (’10-’15)
CAGR
6.9% (’10-’15)
CAGR
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Source: 2Q10 GMV @CC Served IT plus Analytic Applications; figures reflect 2010 opportunity, with growth calculated from 2010-2015
5.4% (‘10-’15)
© 2011 IBM Corporation
Business Analytics and Optimization
BAO opportunity by industry (mid-market)
Top 10 BAO Oppty.
Industries
Oppty
($M)
CAGR
20102014
Banking
4945
6.3%
Telecommuni
cations
2907
6.7%
Wholesale &
CPG
2802
6.1%
Insurance
2790
6.7%
Industrial
Products
2160
5.8%
Retail
2101
6.7%
Financial
Markets
1782
6.6%
CSI
1767
6.8%
Electronics
1667
6.3%
Media &
Entertainment
1539
6.7%
Healthcare
1491
7.2%
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Industry
Opportunity Growth Rate
8.5
8
Health Provider
Petroleum
7.5
Telecommunications
Utilities
7 Life Sciences
Transportation
CSI Retail
Travel
Media & Entertainment
6.5
Financial Markets
6
5.5
Insurance
Banking
Electronics
Wholesale & CPG
Industrial Products
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Opportunity
SOURCE: NIMA 2010 based on GMV 2H09
Note: Data is provided for illustrative purposes and is not intended to be a guarantee of
market opportunity
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14
NA Midmarket priority industries
© 2011 IBM Corporation
Business Analytics and Optimization
Topics
15

What is BAO and Why is it Important?

How to Talk About BAO to Customers

IBM’s BAO Offerings

Mid-Market “Lead With” Offerings and Roadmaps

Additional Marketing Resources
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Conversation Roadmap
Despite an abundance of data and
content, most decision makers act without
the right information and insight
Organizations that connect people with trusted, relevant information
and leverage Business Analytics are able to confidently predict,
plan and act to optimize business outcomes
LOB and IT leaders can optimize business outcomes by working together to:
Plan an
Information Strategy
Master
Their Information
Apply
Business Analytics
…to align with their
business strategy
…to ensure it is accurate,
relevant and governed
…to anticipate and shape
business outcomes
BAO Strategy Services
Information Management Software,
Services and Solutions
Business Analytics
Software and Solutions
Page 16
IBM16
Confidential
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Conversation Roadmap
Despite an abundance of data and
content, most decision makers act without
the right information and insight
Organizations that connect people with trusted, relevant information
and leverage Business Analytics are able to confidently predict,
plan and act to optimize business outcomes
Business Analytics and Optimization (BAO) solutions
enable these analytics-driven organizations to
consistently outperform their peers.
LOB and IT leaders can optimize business outcomes by working together to:
Priority Business Outcomes:
• Enhance Understanding to Enable Profitable Growth
• Drive Real-Time Decision Optimization
• Foster Informed / Collaborative Decision Making
• Enable Enterprise & Operational Visibility
Plan an
Information Strategy
Master
Their Information
Apply
Business Analytics
…to align with their
business strategy
…to ensure it is accurate,
relevant and governed
…to anticipate and shape
business outcomes
BAO Strategy Services
Information Management Software
Services and Solutions
Business Analytics
Software and Solutions
Page 17
IBM17
Confidential
© 2011 IBM Corporation
Business Analytics and Optimization
Conversation Ranges from Business to Technology Advantage
Business Advantage
the
conversation
the
economic
benefit
18
Conversation Spectrum
Technology Advantage
Gain unique insight across your organization to drive more
revenue, decrease costs, mitigate risk and open up new
opportunities
Master your information and reduce IT costs
while meeting the growing needs of your
business
• Enhance understanding to Enable Profitable
Growth
• Gain deep customer, marketing, competitive and
operational insights
• Detect patterns and predict opportunities and
threats, intervening to change outcomes before
they happen
• Drive Real-Time Decision Optimization
• Improve process efficiency and accuracy by
enabling access to all relevant customer case
information
• Improve business agility, driving real-time
decisions. Finance resources spend 50% of their
time on routine data gathering & reporting.
• Foster Informed / Collaborative Decision Making
• Foster informed decision making and automate
data analysis. Organizations that automate
production of financial metrics show 29% better
analytics satisfaction than those who rely on a
manual process
• Enable Enterprise & Operational Visibility
• Plan, budget and forecast resources to stay
ahead of changing conditions and shape better
business outcomes
• Drive strategic alignment, improving enterprise
visibility and aligned execution.
 Enable single view of business processes cutting
across departmental silos improving productivity.
High-growth Midmarket Chief Information Officers
who proactively craft data into actionable
information 35% more than Low-growth Midmarket
counterparts
 Master information explosion without burdening
systems or IT department. 59% of Chief Executive
Officers cite information explosion as a factor that
will impact their organizations in the next 5 years.
 Protect your investment and gain business insights
without impacting departmental performance.
 Deploy systems that ease installation &
configuration to reduce IT costs on an ongoing
basis.
 Drive adoption among Non-IT users through
applications that provide context-relevant interfaces
and domain customization to address specific
requirements.
© 2011 IBM Corporation
Business Analytics and Optimization
Topics
19

What is BAO and Why is it Important?

How to Talk About BAO to Customers

IBM’s BAO Offerings

Mid-Market “Lead With” Offerings and Roadmaps

Additional Marketing Resources
© 2011 IBM Corporation
Business Analytics and Optimization
IBM is building the most comprehensive
Business Analytics and Optimization portfolio…
Business Analytics and Optimization
Software
Systems
Business Analytics
Business intelligence
Predictive analytics
Analytic applications
Fin. Performance and Strategy Mgmt
Governance, risk and compliance
Netezza Appliances
Enterprise Content Mgmt
Advanced Case Mgmt
Content analytics
Document imaging and capture
Info lifecycle governance
Social content mgmt
Enterprise Marketing Mgmt
Research
BAO Strategy
Workload Optimized Systems
and Appliances
Information Management
Data management
Info integration & federation
Data warehousing
Info governance
Big data platform
Services
Smart Analytics System
Purescale Application System
First of a Kind Projects
Customer, Marketing and
Sales Analytics
Risk, Finance and Fraud
Analytics
Research Advisors
Human Capital Analytics
Supply Chain Analytics
Analytics Patents
Information Management
Foundation
Enterprise Information Management
Enterprise Content Management
Storage and Data Services
Big Data Services
Analytic Research Assets
(COBRA, DIOS, TACS, etc)
Web Analytics
Decision Optimization
Optimization and analytical decision support
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© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Software
Software
Turning information into insights
Data warehousing
Warehousing appliances
Warehousing software
Industry models
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© 2011 IBM Corporation
Business Analytics and Optimization
IBM’s Extensive Portfolio of Workload Optimized Offerings
Systems
Netezza
Appliance
IBM
Smart Analytics System
IBM
InfoSphere Warehouse
Integrated Optimized System
Custom Solution
Warehouse Accelerators
Information Management Portfolio
(Information Server, MDM, Streams, etc)
Simplicity
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The right mix of simplicity and flexibility
Flexibility
© 2011 IBM Corporation
Business Analytics and Optimization
Building the most comprehensive
Business Analytics and Optimization portfolio
2011
• More than $14B in Acquisitions
Since 2005
• More than 10,000 Technical
Professionals
Social Analytics/Consumer Insight
Workload Optimized Systems
• More than 7,700 Dedicated
Consultants
Advanced Case Management
Content Analytics
Decision Management
• Largest Math Department
in Private Industry
• More than 27,000 Business
Partner Certifications
Stream Computing
Pervasive Content
pureScale
pureXML
Deep Compression
Developer Productivity
Autonomic Operations
2005
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© 2011 IBM Corporation
Business Analytics and Optimization
Topics
24

What is BAO and Why is it Important?

How to Talk About BAO to Customers

IBM’s BAO Offerings

Mid-Market “Lead With” Offerings and Roadmaps

Additional Marketing Resources
© 2011 IBM Corporation
Business Analytics and Optimization
Midmarket readiness
The midmarket portfolio consists of offerings that have passed a
rigorous readiness process to ensure suitability for midsize companies.
1. Litmus Test
• Fit for midsize companies
• Designed for ease of use
• Clearly positioned against
similar IBM offerings
• Competitively priced
• 2 year offering volume/revenue
• Documented quantifiable value
prop
• Established upgrade path
2. Marketing & Development
Assessment
• Technical / Consumability
Assessment
• Clear messaging/value proposition
• Competitive differentiation
• Volume / Revenue targets by
Geography
• Route to Market Assessment
• Technical / Partner requirements
• Commitment at the country level
3. Channel Enablement
Assessment
 Planning assets: translation, tech
support, sales education & support
• Seller enablement assets: Quick
Reference Guide, dashboard, web
template, one-pager
• Client collateral/content: announcement
letter, client presentation, data / solution
sheet, offering web sites
The process puts emphasis on rapid ROI, ease of purchase, install, use,
and maintain, and midmarket price points.
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© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Software
Turning information into insights
Software
Cognos Express
SPSS Modeler
DB2 Express
Informix Growth Edition
IBM Smart
Analytic
System
Data warehousing
Warehousing appliances
Warehousing software
Industry models
Midmarket “Lead With” Offerings
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© 2011 IBM Corporation
Business Analytics and Optimization
IBM’s Extensive Portfolio of Workload Optimized Offerings
Systems
Netezza
Appliance
IBM
Smart Analytics System
1050, 2050
IBM
InfoSphere Warehouse
Integrated Optimized System
Custom Solution
Warehouse Accelerators
Information Management Portfolio
(Information Server, MDM, Streams, etc)
Simplicity
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The right mix of simplicity and flexibility
Midmarket “Lead With” Offerings
Flexibility
© 2011 IBM Corporation
Business Analytics and Optimization
BAO Mid-market Sales Plays and Marketing Blueprints
Designed for Business Partners
Business Need
Turning Information into
Insights
Capability
Business Analytics
Business Analytics
Data Warehousing
Information Integration &
Federation
Data Management
Data Management
Information Integration & Fed.
Lead-With Software Products
Small Deals <$50K PW link
IBM Cognos Express
IBM SPSS Modeler Premium
IBM Smart Analytics System (1050, 2050)
IBM Smart Analytics System (1050, 2050)
IBM DB2 Express
IBM Informix Growth Edition
IBM InfoSphere (coming soon)
Sales Plays:
 Business Analytics: Cognos Express and SPSS Modeler: Business Analytics for Midmarket https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D232885Q16789F54
 Data Management (DB2): https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/L092377A53930E11/lc=en_US
 Data Management (Informix) https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D414681T43504D26/lc=en_US
 Data Warehouse: https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/A029749N50412L24/lc=en_US
BP Sales Kits on Lead With Midmarket Products

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_smb_sw_volume_offerings
Marketing Blueprints:
 Business Analytics: http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/business_analytics_blueprint.pdf
 Data Warehouse:
http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/smart_analytics_systems_1050_2050_blueprint.pdf
 Data Management:
http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/data_management_for_business_analytics_blueprint.pdf
© 2011 IBM Corporation
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Business Analytics and Optimization
Turning Information into Insights
Business Analytics
Path 1:
BP has
invested in
IBM
database
Add IBM
analytics
capability
Consider Cognos
Express
Consider SPSS
Modeler
Add IBM data
warehouse
Data Warehousing
Consider Smart
Analytics System
Data Management
Path 2:
BP has
invested in
IBM
analytics
Add IBM
database
capability
Consider DB2
Express
Consider Informix
Editions
Up-sell potential:
Information Integration
Data Security
Data Archiving
Portals/Mashups
Software capability name
29
© 2011 IBM Corporation
BP Profitability Tool
Business Analytics and Optimization
• Helps with in-depth business planning and decision making on whether to
invest in and resell a specific product
• Shows average deal size, sales cycle, services drag
• Provides investment requirements (training, skills, certs, etc.)
• Summarizes potential ROI for partner
• Customizable to your assumptions
1
Select product and indicate your current
experience level. Shows deal cycle, average
size, services opportunity, etc.
2
Enablement summary shows sales and
technical investments required based on
your current expertise.
3
Investment summary shows product only,
service only, or both. Shows total revenue and
margin expectations.
4
30
Customize assumptions (deal volumes, salaries,
margins, etc.). Review more detailed summaries.
Print reports.
Try it here: https://www-304.ibm.com/sales/gss/bpp/html/BPProfitability.jsp
© 2011 IBM Corporation
BP Profitability Tool: Sample Report
Business Analytics and Optimization
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© 2011 IBM Corporation
Business Analytics and Optimization
Software Value Plus
Open products
All IBM Business Partners may resell these through the Passport Advantage program.
(Sign up with a VAD and join PartnerWorld.)
Authorized products
IBM Business Partners who have obtained authorization through Software Value Plus
may resell authorized products. Rewards Business Partners who invest in skills and
high value solutions. (See bottom link.)
Why should you get authorized?
– Expand your support for new market segments
– Increase your up-sell opportunities
– Make your sales cycles more productive
– Increase your revenue
"The Software Value Plus Program is IBM Software Group's most innovative and
customer focused initiative to date. By aligning customers with its most skilled
partners like Ascendant Technology, IBM is reinforcing its commitment to customer
value and to building a smarter planet." — Rob Thomas Vice President, Sales
Ascendant Technology
Eligibility requirements and steps to enroll
32
© 2011 IBM Corporation
Business Analytics and Optimization
IBM Smart Analytics System 1050 or 2050
OVERVIEW
IBM Smart Analytics Systems 1050 and 2050 are cost effective solutions for midmarket
companies looking to quickly deploy analytics and business intelligence capabilities on
a powerful data warehousing foundation. They are compact, appliance-like solutions
on single systems delivering the right balance of power and simplicity out of the box.
Pre-integrated and analytic workload optimized, with IBM software and hardware, based
on years’ of experience, customers can gain results faster in days instead of months.
Authorized product
MARKET OPPORTUNITY
• SMB/Midmarket: $1.16 billion opportunity, 18% of Market, 10% is
Appliance Revenue and 11% of Appliance Market
• Departmental: $3.13 billion opportunity, 49% of Market, 20% is
Appliance Revenue and 57% of Appliance Market
BUSINESS PARTNER Must be an authorized participant in IBM Software Value Plus for InfoSphere Data Warehouse. Must be have passed the IBM Smart Analytics
System Sales Mastery exam. Optionally, if Cognos extensions are implemented then must also be an authorized participant in the IBM Software SVP (ValueNet) for
Cognos. The programs are designed to reward Business Partners who invest in skills and high value solutions based on designated IBM Software portfolios. Must
be authorized reseller of 1050/2050. News! Business Partners with SVP Cognos Resell authorization are now eligible to resell IBM Smart Analytics 1050/2050
VALUE TO PARTNER
Sales Cycle: In as little as 3 months
Integrated Solution Support Package – One Call Customer Support: see
Announcement Letter for details
Repeat business: Hardware, software and services opportunities by adding
applications for new LOB applications with out-of-the box Warehouse Packs
High Value Services: Data warehouse setup, customization and end user
applications often 2-3 times iBM Smart Analytics Systems deal
BP Reference “Smart Analytics is a great new offering”: The advantage of the
(Smart Analytics System) solution is that it’s more or less a data warehouse in a
box,” explains Robbie Crawford, Director at Barrachd. “It’s simple to deploy and
it offers excellent performance with no bottlenecks, because it has been
specifically designed for data warehouse workloads.”
ASSUMPTIONS
 5 BI Users included with all
configurations unless otherwise stated
 2 additional years of SW S&S included
for all components to align with HW
Warranty
 Departmental Base 20 User Minimum
 Departmental 30 User Minimum
 Medium and Large configurations
include Rack, KVM, and PDU
 Prices are USD List
 Linux Operating System
GETTING STARTED! - Education and Enablement
Announcement Letter: IBM Smart Analytics
Web page: IBM Smart Analytics System
Education - skills and knowledge building
• Information Management Sales Mastery (M155)
• IBM Smart Analytics System Sales Mastery (M226)
• IBM ISW-9.7 & Smart Analytics Technical Mastery
Test v1 (InfoSphere Warehouse) (M80)
• IBM Cognos Business Intelligence Sales
Professional V1 (M247)
• Email to [email protected] for access to toolkit
• IBM Learner Portal for Business Partners
DATA SHEETS
• IBM Smart Analytics
Systems 1050/2050
Data sheet
• IBM Smart Analytics
System brochure (4
page)
• IBM Smart Analytics
brochure (12 page)
33
SALES KITS
• IBM Smart Analytics
Systems for the
Midmarket
• IBM Smart Analytics
Systems
• Ready to Go Balanced
Warehouse
AVERAGE DEAL SIZE:
Small: $23K ($17K for 20 IBM
Smart Analytics 1050 users
plus $6K for 5 optional
Cognos users)
Large: $278K ($167K for IBM
Smart Analytics 2050 per
server pricing plus $12K for
10 optional Cognos users)
BP INVESTMENT REQUIRED
[available in profitability tool]
Certification requirements
Training requirements and course links
Sales resource requirements
Technical resource requirements
Marketing/lead gen requirements
Sales Incentives:
• Note: Provided
locally
© 2011 IBM Corporation
Business Analytics and Optimization
Business Partner Sales Play
34
© 2011 IBM Corporation
Business Analytics and Optimization
Topics
35

What is BAO and Why is it Important?

How to Talk About BAO to Customers

IBM’s BAO Offerings

Mid-Market “Lead With” Offerings and Roadmaps

Additional Marketing Resources
© 2011 IBM Corporation
Business Analytics and Optimization
Campaign Assets for Business Analytics & Optimization
Business Analytics
Blueprint: Business Analytics
DG assets from Cognos brand on PartnerWorld (see note)
Information Infrastructure
Blueprint: Data Warehouse, featuring IBM Smart Analytics System
Blueprint: Data Management (information infrastructure including Informix and DB2) – NEW! avail 6/1
Digital Marketing Kit: In Development – ETA Aug
Flexible Asset: Business Analytics & Optimization (BAO)
• Door Opener email & Direct Mail templates
• eNurture emails (3 Streams)
•Full creative to support one nurture stream
•Content guidance to support other 2 eNurture streams
• Call Guide
Three Campaigns:
1.
Business Analytics
2.
Data Warehousing
3.
Data Management
Note: These DG assets are in a “secured” page in PartnerWorld (because Cognos Express partners require particular
authorization/certification). If the MSV or IBMer does not see the content, you may request access to this secured content from this page
https://www-304.ibm.com/partnerworld/wps/mem/overview/BF6A0.
36
© 2011 IBM Corporation
Business Analytics and Optimization
IBM Software Digital Marketing Planning Checklist for Business Partners
 Ensure Marketing Readiness
–
–
–
References: Success Story in a Box – Create a 3 minute video podcast and one page write up featuring your customer success story
($2,650, Audio Only-$660)
Skills & Certifications – Value Package – Comprehensive technical enablement benefits package provides critical resources to help you
more effectively develop and sell IBM software ($2k)
Ensure you have a clear value prop and solution based sales approach
 Establish Digital Presence
–
–
–
–
–
–
–
–
–
Social Media Training: Information about social media and how to use in your business
Master the Series of 6 Social Media Education modules
Web Content Syndication - Enhance the power of your company’s website with direct feeds of IBM product and marketing content from
ibm.com. (no charge)
Search Engine Marketing with IMPAQT - Analyze and unlock your web assets with this discounted consultative service to enhance your
online presence and improve the performance of your website in online searches ($999)
Solutions Daily – Publish your articles, podcasts, sponsor banner ads and more in this syndicated online news and advertising magazine
created for IBM and IBM Business Partners (no charge)
Business Partner Application Showcase - Put your industry applications in a searchable IBM-hosted web directory that makes it easy for
clients, IBM Business Partners, and sales teams to find the solutions to meet their needs. (no charge)
Business Partner Locator - It allows clients to identify IBM BPs (all types) with MM focus, that have earned specific skills, certifications,
and specialties, at the local level. YTD has been visited 130,000 times by 30,000 individuals!
Visit Communities for Business Partners and select “Show how to get started” to profile your self and join the PartnerWorld Community to
collaborate with IBM subject matter experts and complementary Business Partners:
Join the discussion on Using Business Partner Communities
 Execute Campaign
–
IBM Midmarket Marketing Execution Blueprints
 Host an Event
–
–
–
Client Events Package - IBM will host a meeting with you and one or more of your clients at one of our IBM Innovation Centers, IBM Forum
Centres, or IBM Business Partner Innovation Centers. (cost varies)
LotusLive: Online Collaboration and Business Social Networking Services - Host a web conference with a no charge account using
LotusLive Meetings; combine your social network with web conferencing and collaboration capabilities with LotusLive Engage. (no charge)
Web Conferencing - Conduct a conference easily and cost effectively with professional event facilitators to help you manage and run your
conference from planning and rehearsal to delivery and follow up. ($600)
IBM BAO External Web Site: www.ibm.com/bao
37
Benefits Available through IBM PartnerWorld
© 2011 IBM Corporation
Business Analytics and Optimization
IBM Software Social Media Checklist for Business Partners
Follow, Listen, Engage, Contribute

Follow the IBM conversation: (check for local IBM content in your country)
Blogs
Collaborate for Success
IBM Software Business Partner Blog
Twitter
(Key hashtag #ibmpartners)
@ibmpartners
@infomgmtpartner
@LotusBusPartner
@rationalpartner
@tivolipartners
@ibm_soa_bp
@ibmwebspherebps
@ibmsmb
@ibmpw
@IBMPartnerPlan
LinkedIn
YouTube
IBM Software Business Partners
IBM Midmarket Business Partners
IBM Software Business Partners
BAO Twitter account:
http://www.twitter.com/IBM_BAO
BAO related Blogs:
http://www.adamgartenberg.com/gartenber
g/agartenberg.nsf/)
IM blogs: http://planetdb2.com
Other twitter accounts to retweet
http://twitter.com/#!/ibmbizanalytics
http://smarterquestions.org/
BA Youtube Channel:
http://www.youtube.com/user/ibmbusinessa
nalytics
IBM PartnerWorld SMB
Communities
IBM PartnerWorld Community
infoBOOM
Facebook
IBM PartnerWorld SMB Group
Infoboom on Facebook
IBM Express Advantage Group
IBM Lotus Business Partners Worldwide

Register your social accounts with IBM Aggregators, & use key hashtags to have your tweets appear:
– Key Initiatives: IBM Centennial, Social Business
– Events: Lotusphere, Pulse, Impact, IOD
38
© 2011 IBM Corporation
Business Analytics and Optimization
BAO is a Major Focus for Midmarket Customers
“There is a race to solidify Line of Business relationships”
– Gartner Group, speaking about BAO
Next steps
 Contact your channel rep for your midmarket planning
session.
 Bring BAO to your clients – don’t wait for them to bring
it up.
39
© 2011 IBM Corporation
Business Analytics and Optimization
Back-up
40
© 2011 IBM Corporation
Business Analytics and Optimization
Open product
IBM DB2 Express
OVERVIEW
•IBM’s Database solutions provide IBM Business Partners a way to remove their clients growing
concern over other database vendor’s license/renewal costs. With new compatibility feature
applications written for other databases can be quickly enabled on DB2.
•IBM Databases are the most cost efficient in the industry, as proven by numerous third party
evaluations and benchmarks. IBM databases include new, innovative features that will further decrease
Total Cost of Ownership for clients. Solutions developed / implemented on IBM Database Software can
take advantage of efficiencies and innovations to give Business Partners - and their clients - an edge in
the marketplace.
MARKET OPPORTUNITY
 Database Management & Tools is a
$22B opportunity in 2011, growing
about 5% annually per year through
2015
BUSINESS PARTNER DB2 Express is an “Open” offering and does not require "Authorization.“
Other DB2 offerings require BP to participate in Software Value Incentive (SVI) and/or Value Advantage Plus (VAP)
VALUE TO PARTNER
Well positioned in the Marketplace
•DB2 is optimized to deliver industry-leading performance and high availability
across multiple workloads, while lowering administration, storage, development,
and server costs.
•DB2 has made it significantly easier to enable Oracle and Sybase database
solutions to IBM via PL/SQL compatibility and Sybase compatibility. These
features along with Deep Compression, High Availability and Disaster Recovery
offer Business Partners the ability to drive new demand from clients who face
continually rising licensing costs from Oracle.
•DB2 is cross industry focus; many successes in Financial Services, Healthcare,
Public Sector, Insurance
•Over 3,000 Oracle/Sun Winbacks for DB2
•Double Digit growth YTY in down economy
Well positioned within IBM
•DB2 Advanced Edition is ~70% less expensive than comparable Oracle offerings
– and is simple to order using a single part number
GETTING STARTED! - Education and
Enablement
• Recommended Education for DB2
• DB2 certification training
• DB2 technical training information
• Shrink your database using DB2 for
Linux, UNIX and Windows row
compression
41
PAIN POINTS
 Issues with data reliability,
integrity or compliancy.
 Costs associated with data
management and the need to
simplify or automate everyday
operations.
 Application performance
degradation or outages due to
unanticipated side-effects of
missed dependencies when
changes rolled into production.
 Increased database management
costs and delayed revenue
awaiting DBA availability to
implement application or
database migration or
enhancements.
SALES KITS
• Up to Double (2X) SVI Competitive Incentive
• Quick Reference Guide
• DB2 Break free – Lowering Cost of Data Sales Play
• Replace Oracle with DB2 9.7 and save on data infrastructure
costs and performance
DATA SHEETS
• eBook: Uncover cost savings with IBM DB2
• DB2 Break free Seminar in-a-box
• Redbook
AVERAGE DEAL SIZE:
Small: $15K
Large: $250K+
Sponsors: IT Decision
makers (CIO, IT Mgmt)
and IT influencers (DB
Administrators,
Architects and
Developers)
© 2011 IBM Corporation
Business Analytics and Optimization
Open product
IBM Informix Editions
OVERVIEW Today's demanding business environments are more dependent than ever on fast
and efficient data management. Database provides the essential infrastructure upon which
critical solutions are based, including ERP, CRM, data warehouse solutions and many other
data store or transaction processing solutions. IBM's family of databases offer many unique
advantages, providing clients with critical infrastructure at a lower total cost, while helping to
improve service levels and performance. IBM's robust investment in the database area,
including Informix, means that these database families are continually enhanced to support the
rapidly changing and evolving needs of midsized customers.
MARKET OPPORTUNITY
• Information & Analytics midmarket total
opportunity is $37B in 2011 for software,
hardware and services
• Of that figure, Information Platform is a $22.8B.
• Information Management represents 41% of
the $19B total global opportunity for
middleware.
IDEAL BUSINESS PARTNER: BP who’s Software Value Plus (SVP) Authorized for Database Management and Tools. Find SVP Authorized BPs here.
Informix Choice Growth Editions require authorization. Informix Business Partners including:
•System Integrators (SI’s), Regional System Integrators (RSI’s) and Solution Partners and ISVs with Informix applications who have the skills to
deliver a combination of HW, SW, Services, Maintenance, & Financing; ability to sell the complete solution.
•Resellers, particularly those who have developed value-add integration capabilities on top of their reselling.
•Value Distributors are key as they often create solution bundles for their value nets as well as provide solution training for their reseller partners.
Note: In the midmarket, IBM Informix is a strong lead-with offering with the lowest price point and low administrative overhead.
VALUE TO PARTNER
AVERAGE DEAL SIZE:
• IBM Databases are more cost effective faster and cheaper than offerings from competitors
• Average - $5K- $200K
- Total cost of ownership of Informix is 31% cheaper than Microsoft SQL Server (ITG analyst paper: Cost/Benefit case for Informix)
- Informix sales increased due to Microsoft SQL Server customer concerns with vendor lock-in, security and reliability issues• Small - $5K / 25 users
(IBM Informix Choice
- Informix sales increased due Oracle/SUN license fee increases
Edition)
• BP-provided services revenue is often 2-3 times the value of hardware and software
• Large: up to $200K+
• BP Database Solution Providers in the Midmarket can earn up to 65% margin based on SVI incentives.
• Estimate your ROI with this BP Profitability Tool
• Informix customers have proven to be loyal, long-term customers that provide BPs with the ability to create an annuity stream over many years.
• Common upsell / cross- sell opportunity -- Hardware: System x, System P, POWER. Software: InfoSphere and Cognos
GETTING STARTED!
Education and Enablement
• IBM Software Value Plus – Rewards BPs
who invest in Database Mngt & Tools skills
/ high value SW
• Informix Quick Reference Tool for Informix
BPs
• Informix: PartnerWorld resources
• Information Management Learner Portal
42
Sales Kits / Quick Reference Guide
(QRG)
• Database Management and Tools
(QRG)
 Discover the new face of Informix
(Play/Kit)
• Oracle-Sun Competitive plays
(evaluate for database elements)
• Oracle-Sun Attack for MM (QRG)
• Midmarket Oracle-Sun (Sales Kit)
Sales Incentives:
• Note: Provided at local level.
Data / Solution
Sheets
• Informix data sheet
 Informix
COST
BUSTERS (website
refresh in June)
BP INVESTMENT REQUIRED
(available in profitability tool)
Certification requirements
Training requirements and
course links
Sales resource requirements
Technical resource
requirements
Marketing/lead gen
requirements
© 2011 IBM Corporation
Business Analytics and Optimization
IBM Cognos Express
OVERVIEW
IBM Cognos Express provides a one-stop integrated Business Intelligence and planning
solution purpose-built for midsize companies., Users can analyze data in a business
context and quickly gain insight into company performance and trends to take
immediate action, linking insight to action. It provides consistent, reliable information
for better, faster decision-making to manage costs, drive profitability and increase
growth.
Authorized product
MARKET OPPORTUNITY
1- 70% of midsize firms are looking to analytic solutions to improve
operational efficiency and gain insights about their customers.
2- New IBM global study reveals CIOs look to Business Analytics to drive
innovation and growth - 83% plan to invest in Analytics.
BUSINESS PARTNER VARs who belong to SVP for Business Analytics; sell into the MidMarket, are IBM Cognos enabled and are selling IBM Cognos BI Solutions;
and have Business Intelligence certifications and experience.
VALUE TO PARTNER
Most sales start with one or two Cognos Express modules and ~25 users.
Additional users and modules are sold over time as the deployment expands.
Leverage IBM Global Financing as a differentiator to provide low monthly
payment; and account as OpEx vs CapEx. Example includes $25/user/month
based on a minimum of $22,500 USD for 25 users financed over 48 months.
Actual rates may vary based on creditworthiness, configuration details, etc. and
are subject to credit approval by IBM Credit LLC. For some clients, total
software and services is limited to 75% of hardware financed. Other conditions
may apply.
Sell to net new prospects, with new software and services, and build long term
relationships for growth expansion with an opportunity to sell up and across,
and provide continued services engagements as an organization grows
PAIN POINTS
IBM Cognos Express is the only midmarket
BI & Planning product that delivers
integrated Analysis, Reporting, Planning,
Budgeting and Forecasting that drive
greater efficiencies, reduce costs, and
identify new growth opportunities.
Business users don’t have access to the
information they need nor do they have
the confidence in the information to
make better decisions
AVERAGE DEAL SIZE:
Typical Sales cycle: 2-4 months
Typical project = 20 reporting seats
= US$22,000; or 10 reporting
seats and 5 planning seats =
US$32,000.
Entry level pricing = starting at
US$14,500
Inability to deliver timely, reliable forecasts
& plans that align operational tactics
with financial targets
Limited IT resources, BI and Predictive
analytics expertise and budgets
GETTING STARTED! - Education and Enablement
Announcement Letter:
Web page:
• IBM Learner Portal for Business Partners
• Enablement assets including training courses
• Discounting promos, demo content, and other
selling resources available on PartnerWorld
• Competitive resources available on
PartnerWorld
43
SALES KITS
• Cognos Express Sales
kit
• Offer your prospects to
view a demo, or assess
their BA capabilities with
the Aberdeen Business
Analytics ROI Tool .
• Invite them to our next
Quarterly Virtual Summit.
Sales Incentives:
• Note: Provided locally
Demand Gen Assets
• Available on
PartnerWorld
DATA SHEETS
• Cognos Express Data
Sheet
• Reporting for Midsize
Companies
• Transforming
spreadsheets:
planning, budgeting
and forecasting for
midsize companies
© 2011 IBM Corporation
Business Analytics and Optimization
Authorized product
IBM SPSS Modeler Premium
OVERVIEW
IBM SPSS Modeler is a high-performance data mining and text analytics workbench
that quickly delivers positive ROI by creating the predictive intelligence that allows
MARKET OPPORTUNITY
IDC expects that over the next five-year period the business analytics
market will have a compound annual growth rate (CAGR) of 7.0%.
organizations to proactively and repeatedly reduce costs and increase productivity.
IBM SPSS Modeler Premium allows organizations to tap into the predictive intelligence
held in all forms of data. Modeler Premium goes beyond the analysis of structured
numerical data alone and includes information from unstructured data such as web
activity, blog content, customer feedback, e-mails, articles, and more to create the most
accurate predictive models possible.
BUSINESS PARTNER VARs who are belong to SVP for Business Analytics; sell into the MidMarket, are IBM Cognos enabled and are selling IBM Cognos BI or
Financial Performance Management Solutions; and have Predictive Analytics, Business Intelligence or Financial Performance Management certifications and
experience.
VALUE TO PARTNER
- Include SPSS Modeler in your deals to increase pipeline and revenue.
Incorporating Predictive Analytics into Performance Management can
increase the ROI of the overall solution, according to IDC: “The median
ROI for the projects that incorporated predictive technologies was
145%, compared with a median ROI of 89% for those projects that did
not.”
GETTING STARTED! - Education and
Enablement
Announcement Letter:
Web page: IBM Learner Portal for Business
Partners
• Competitive resources available on
PartnerWorld
• Certification training, Learning Portal, and
other enablement resources available on
PartnerWorld
• Technical resources available on
PartnerWorld
44
• Pricing
resources available on PartnerWorld
PAIN POINTS
Line of business pain points
Users are not able to predict business outcome.
Users don't understand what factors influence outcome.
It is too time consuming to analyze relationships between
business events.
The business is too reactive and wants to be more
proactive.
IT Challenges supporting the Organization's Information
Needs
Too many costly analytical tools to maintain
Too much IT involvement in supporting complex analysis
for the business
SALES KITS
DATA SHEETS
Cognos Express
/SPSS Modeler QRG
 Make Better Decisions
Through Predictive
Intelligence
SPSS Modeler Sales
Kit

Sales Incentives:
• Note: Provided
locally
AVERAGE DEAL SIZE:
SPSS Modeler Average Deal
Size: USD $40,000
Improve Model Accuracy
with Unstructured Data
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Message Map
for the Midmarket page 1 of 2
point of view
needs
our value
proposition
the
conversation
the economic
benefit
45
Despite the wealth of data and content available today, most decision makers are starved for the right
information and insight. Analytics-driven organizations are outperforming their competitors by connecting
people with trusted information, enabling them to make real-time decisions and act with confidence to deliver
better business outcomes.
Turn information into
insight
Drive better decisions
across the
organization
Act faster and with
more confidence
Enable everyone in
organization with
timely insight
Manage financial and
operational risk
IBM’s Business Analytics and Optimization software, services and solutions help midmarket organizations
master information and gain insights for decision makers at all levels to anticipate, shape and optimize
business outcomes.
Business Advantage
Conversation Spectrum
Technology Advantage
Gain unique insight across your organization to drive more revenue,
decrease costs, mitigate risk and open up new opportunities
Master your information and reduce IT costs while meeting
the growing needs of your business
• Enhance understanding to Enable Profitable Growth
• Gain deep customer, marketing, competitive and operational insights
• Detect patterns and predict opportunities and threats, intervening to
change outcomes before they happen
• Drive Real-Time Decision Optimization
• Improve process efficiency and accuracy by enabling access to all
relevant customer case information
• Improve business agility, driving real-time decisions. Finance resources
spend 50% of their time on routine data gathering & reporting.
• Foster Informed / Collaborative Decision Making
• Foster informed decision making and automate data analysis.
Organizations that automate production of financial metrics show 29%
better analytics satisfaction than those who rely on a manual process
• Enable Enterprise & Operational Visibility
• Plan, budget and forecast resources to stay ahead of changing
conditions and shape better business outcomes
• Drive strategic alignment, improving enterprise visibility and aligned
execution.
 Enable single view of business processes cutting across
departmental silos improving productivity. High-growth Midmarket
Chief Information Officers who proactively craft data into actionable
information 35% more than Low-growth Midmarket counterparts
 Master information explosion without burdening systems or IT
department. 59% of Chief Executive Officers cite information
explosion as a factor that will impact their organizations in the next 5
years.
 Protect your investment and gain business insights without impacting
departmental performance.
 Deploy systems that ease installation & configuration to reduce IT
costs on an ongoing basis.
 Drive adoption among Non-IT users through applications that provide
context-relevant interfaces and domain customization to address
specific requirements.
© 2011 IBM Corporation
Business Analytics and Optimization
Business Analytics and Optimization Message Map
for the Midmarket page 2 of 2
Business Analytics
entry points
roles
benefits
case studies
solutions
46
Information Management and Governance
Line of Business Executives, Executive Professions, IT Managers
Chief Information Officer, IT Managers
• Drive greater efficiencies, reduce costs and identify new growth opportunities
by consolidating, reporting and mining of enterprise level data. A midsize asset
management company reduced its report generation time from 10 days to 2
days thereby providing managers with real-time in-depth business data.
• Improve planning cycle from weeks down to days and increase organizations
flexibility and responsiveness. A midsized pharmaceutical firm reduced its
planning cycle from two months to two weeks by implementing a business
management solution based on Cognos Express.
• Deliver Up-to-date, transparent view of sales, turnover, profit, and inventory.
US Lumber was able to better manage their profitability and inventory
producing an incredible 3,623% ROI and 11 day payback of their Investment.
• Reduce inventories with accurate production plans. Elie Tahari experienced a
30% reduction in its supply chain and logistics cost using solutions that
provided it with real-time insights on sell-through rates and inventory.
• Link Planning to strategic and operational targets. Blue Mountain was able to
eliminate excess inventory, improve reporting and make more strategic pricing
decisions and experienced a 1,822% ROI with 1 month payback.
• Integrate and deliver single view of key business entities. A government agency in
New York City improves its ability to manage vast amounts of data and better serve
the city’s citizens by using IBM InfoSphere software solutions to create an easy-touse Common Client Index
• Deliver continuous and reliable access to information enabling users to make fact
based decisions. Italian healthcare institute FSM, enabled doctors, nurses and
administrative employees to enter reports 24 hours without worrying about system
availability.
• Cost effectively manage the explosion of information. CYTA, a telecom provider,
has gained 3 times faster server performance using Infosphere and reduce data
table size by up to 70 percent using DB2.
• Protect data and enable secure sharing of information reducing downtime and cost
of information theft. Famous Smoke shop Strengthened data security to protect
payment card data and support PCI DSS compliance using Informix.
• Retain and govern information to support regulatory compliance and legal
discovery. With IBM and SAP for Pharma, Inventia’s audit preparation requires
between 50 and 60 percent less effort and users can reach relevant data 30 to 40
percent faster.





ICICI Prudential AMCO – Drive Efficiency and Reduce Cost
AinPharmaciez – Improve Planning Cycle
US Lumber – Gain Transparent view of Business
Elie Tahari – Reduce Inventory
Blue Mountain Resorts – Link Strategic Plann and Operational
Targets
Cognos Express (Reporter, Xcelerator, Advisor, Planner)
Smart Analytics System(1050 and 2050)
Business Analytics and Optimization Jumpstart
IBM Mashup Center*
DB2 Web Query for I
CFO Performance dashboard *

 HSS Connect- Integrate and Deliver single view
 Fondazione Salvatore Maugeri - Deliver Continuous and Reliable Access
to Information
 Cyprus Telecommunications - Manage Information Explosion
 Inventia Healthcare - Regulatory Compliance
System Storage
DB2 Express Edition
Informix Growth , Choice Edition and Innovator-C edition
Smart Analytics System (1050 and 2050)
IBM Storage Optimization and Integration Services
Tivoli and Data Protection Solutions
Power Express Solutions
Information Protection Services
NOTES 1) A check mark
indicates that this is a “lead with” offering in the Mid Market Program Framework (MMPF)
2) The default RTM for MidMarket = Business Partners for all Solutions unless otherwise Indicated.
3) An asterisk (*) indicates that the primary RTM = IBM Led
© 2011 IBM Corporation
Business Analytics and Optimization
Delivering Innovative Solutions
Applied Analytix helped mid-size specialty produce grower Sun World harness IBM
Cognos analytics technology and IBM i servers to save on harvesting, conserve
energy costs and better serve customers while providing safe, more cost effective
harvesting techniques in the field.
Challenge
– Operating efficiency of crops and harvesting
– Wanted more detailed cost analysis
Solution
– IBM Cognos TM1
• Built a portal to analyze key operational details
• Continuously uploads and is available for instant
online access to data
Benefits
– 8% efficiency increase in farm labor
– 20% decrease in fuel usage
– $3 million in new business in 2009 / 20% increase in
customer base
Video
47
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© 2011 IBM Corporation
Business Analytics and Optimization
Better Customer Insight Improves Customer Call Center
Experience for Both Customers and Agents
Assurant’s RAMP (Real-time Analytics Matching Platform), developed collaboratively by IBM
and Assurant, on an integrated platform supplied by IBM’s Business Partners Genesys and
Avaya coupled with IBM advanced analytics, matches data about the individual customer with
each contact center agent’s specific skills, expertise and past performance to optimize routing
of calls.
Challenge
– Call routing frustrates both customers and contact center agents
– Retaining customers and increasing profitability of those relationships
Solution
– IBM GBS BAO: Advanced Analytics and Optimization
– IBM GBS CRM: Contact Center Optimization
– IBM DB2 for AIX
– IBM WebSphere Application Server
– IBM Power 750 Express, Power Systems running AIX 6
– IBM Business Partner Genesys
– IBM Business Partner Avaya
Benefits
– Increased saves (customer calling to cancel) by 119%
– Increased customer retention revenue by 187%, improving call center profitability
through an optimized customer experience
– Reduced agent attrition rate by 25%-- meaning lower agent acquisition and training
costs as well as improved customer service
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© 2011 IBM Corporation