® © 2008 IBM Corporation Lotus OEM Opportunities Building Better Business Outcomes Glenn Newlove...

®

© 2008 IBM Corporation

Lotus OEM Opportunities

Building Better Business Outcomes

Glenn NewloveWW OEM Sales Lotus Software IBM Software [email protected]

Byron LawsonDirector CEEMEA Lotus Software IBM Software [email protected]

IBM Software Group | Lotus software

© 2008 IBM Corporation 2

Agenda

Lotus Strategy Overview Brief Lotus Channel Update Top Lotus ASL OEM Products OEM Customer Examples Summary

Any Questions…..Any Time Q/A



Virtualization

Generational Impacts

Situational Applications

Technology & Culture Are Evolving The Way We Work



Information

Skills

Expertise

Maximizing Organizational Potential

Collaboration in Context



Digital Collaborative Infrastructure

Collaboration Foundation

Web 2.0Enterprise 2.0

BeyondOffice

Building The Digital Infrastructure



Collaboration as an application

People are accessing collaborative services in many ways

Collaboration “Inside”

DesktopDesktop MobileMobileApplianceAppliance WebWeb Business ApplicationsBusiness ApplicationsMiddlewareMiddleware

Collaboration as a Service

HostedHosted SaaSSaaS



Delivering Collaborative Services

ContactInformation,

Skills, Expertise

Communities,DiscussionsBlogs/Wikis

SharedDocuments

SharedBookmarking

Activities/Project

Management

InstantMessaging,

Web Conferencing

E-mail,Calendar, Contacts

Scorecards,Business

Intelligence

Telephony,Video, VOIP

Documents,Presentations,Spreadsheets

Composite Applications

Business Mashups

Electronicforms

Notes/Domino Symphony Sametime / UC2 Quickr eForms

WebSphere PortalLotus ConnectionsLotus ConnectionsMashups / Expeditor



Collaboration &Content Management

InformationBusiness process

Interaction and client services (online or offline)

Rich Clients PortalBrowser Mobile Content Content FeedsFeeds

IBM Lotus Collaboration Strategy

Applications &Integration

Communications& Social Software

Task Specific Task Specific ApplicationsApplications

O

n P

rem

ise

a

nd/o

r

Web

As

A P

latf

orm

(S

aaS

)



Lotus Channels and GB

8%CAGR

Channel Marketplace Projections from MI Team

2005 2010

57%57%

43%43%

46%46%

54%54%

$86B

$115B

M iddleware Spend(33% Growth, 6% CAGR)

Indirect C hanne ls aregrow ing faster than D irect

5%CAGR

… w ith Influencers and O E M lead ing B P C hanne l grow th

2005 2010M W Indirect Channel Spend

(43% Growth, 8% CAGR)

$37B

$53B

Logistics-oriented (Resellers)

ISV, SI, VAR, Hybrid Influencers

OEM37%37%

29%29%

33%33%

38%38%

30%30%

31%31%

8%CAGR

8%CAGR

6%CAGR

*Note: NA %’s applied to W W opportunity from 2005 IDC ForecastMiddleware Served Market Opportunity represented

Source: IBM SW G M arket In te lligence; IDC, GMV1H07, SWG Market Analysis

Direct Indirect

Lotus Channels

•BP Participation 68%

•BP O/I Growth QTQ

•BP O/O Growth QTQ

•OEM Growth overall 18% YOY

•Lotus OEM 4yrs of continued double digit growth

•Lotus GB

•BP GB Participation +90%

•9th Consecutive Qtr Growth

•Outperformed I/A Segment



Connect Collaborate Innovate

Messaging & Collaboration

• Email, calendaring and contacts • Collaborative applications • Office productivity tools

Enable people to share information and work more productively, all on open and efficient platforms



Other Enhancements•UI and Design Excellence•Leadership in App Dev• Innovation in Collaboration

• Conversation threads, Collaboration history, Integration with Sametime, Connections

•TCO and Time to Value• Simple upgrade, Same API’s,

Same infrastructure

Documents

Spreadsheets

Presentations

®


$ 369 $140

$0

Vis

ta C

lient,

basi

c

Office Standard 2007

Communicator

Linux

Synaptic SMSOpenOffice

FirefoxFirewall

Multimedia...

Lotus Notes 8

-Messaging & Calendaring

- Instant Messaging

- Lotus Symphony

(Office)- Quickr

Personal Edition-Document

Management- Web2

Note: All prices are approximate RRP prices in US$ from MS public List Price based on Open Business prices, see chart and disclaimer before

$ 31

Cost matters

Open

Colla

b C

lient

$140

Comm CAL $ 31

$ 144Windows

Vista Business OEM

Win CALSMS CALExchange

CAL

$ 29

$ 41

$ 67

$712

®


Be Free. Work Smart.

Introducing

www.ibm.com/software/lotus/symphony

No charge with online support Fee for full IBM support Documents Spreadsheets Presentations

ODF-CompatibleEditors in Beta Today!

IBM Lotus Symphony



Collaboration in an Appliance: IBM Lotus Foundations Start is an all-in-one software appliance for every small business

■ Email and collaboration

■ Choice of email clients: Notes, Webmail and support for MS Outlook

■ Office tools: spreadsheets, presentations, documents

■ Network infrastructure

■ File management

■ Firewall, VPN, secure remote access

■ Backup, Disaster Recovery

■ AntiVirus and AntiSpam

■ Complete operating system: Self-managing, self-healing and self-configuring



LotusLive FamilyLotusLive Family

LotusLive Meetings(Sametime Unyte Meeting)Full-featured Web conferencing service includes polling, hand raising, record & playback.

LotusLive Events(Sametime Unyte Events)Internet-based event capabilities. Provides tools to create & manage webinars.

LotusLive ConnectionsAn integrated suite of Web collaboration and business networking solutions including:-

LotusLive Notes(Lotus Notes Hosted Messaging)Full-featured, dedicated hosted Email service. (rich or Web client access)

LotusLive Engage(Bluehouse)An integrated suite of Web collaboration and business networking solutions including:-

LotusLive iNotesWeb-based Email service with group calendar & shared contacts.

Available Today

Available TodayAvailable Q3 ‘09

Available Today

Available Q2 ‘09

• Files• Activities

• Profiles and Contacts• Instant Messaging

• On line Meetings• Files• Instant Messaging • Activities

• Survey Forms• Charts • Profiles and Contacts

The information on the new products 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, ode or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion.

Web Conferencing Collaboration eMail

Available Q2‘09



What's different about our SaaS Approach?What's different about our SaaS Approach?

LotusLive is built from the ground up around a Web 2.0-based social computing paradigm.

The result is an integrated set of services with state-of-the-art collaboration features for sharing ideas, contacts and data, meeting colleagues and partners, and building a network of connected businesses

Differentiators• LotusLive uniquely integrates with current and future investments through Open Standards

• Familiar Web 2.0 user interface increases adoption for improved productivity with minimal training

• Robust Capabilities with little to no start up time

• No mining of customer data for advertising or other purposes

• Security-rich infrastructure with Global Access and scalable, rapid deployment



LotusLive: Offering Capabilities and Pricing

Host Account

N/A N/A N/A N/A

Application Sharing Desktop Sharing Polling Publish chat Audiocasting Videocasting Recording

LotusLive Account

N/A

N/A N/A

Instant Messaging Store & Share Contacts Activities Dashboard

Reader only Survey Forms Charts Storage (1Gig) 25-Meg

Rich Client

N/A N/A N/A N/A N/A

Browser-based email Group calendar Shared Contacts Anti Virus, Anti-Spam

30 Days $39/mo $46/mo TBD No Charge TBD TBD

Web

Con

fere

ncin

g

Collab

ora

tion

Em

ail

LotusLive Meeting

LotusLive Engage

LotusLive Connections

LotusLive Notes

LotusLive iNotes

Price (per subscriber)

Features TrialNo

Charge

EngagePaid

Subscriber

ConnectionsPaid

Subscriber

GuestAvailable w/paid

Subscription

NotesPaid

Subscriber

iNotesPaid

Subscriber

MeetingsPaid

Subscriber

Note: Prices are reflective of 12-mo term paid-upfront



LotusLive - How Business Partners Make Money with SaaS

StandardPerpetualLicense Resell

SaaS Services

Building an Annuity

Stream of Revenues

PlusIntegration

Services

Partner Incentives

(apply to new licenses Only)

Partner Revenues

Partner Incentives

(apply to new licenses Only)

Partner Revenues

Fulfillment - 10%

SVI - 5% - 15%

VAP - 5% - 15%

Renewal 10%

Fulfillment - 10%

SVI - 5% - 15%

Fulfillment - 10% Fulfillment - 10%

Revenue New Incr License Rev New Incr License Rev

Revenue Full Reocurring SaaS Rev

Full ReocurringSaaS Rev

New Incr SaaS Rev

New Incr SaaS Revenue

SaaSIntegration Services

SaaSIntegration Services

SaaSIntegration ServicesPartner

Solutions Revenue

PartnerSolutions Revenue




PartnerSolutions Revenue Renewal 10%

Year 1 Year 2 Year 3

SVI - 5% - 15% SVI - 5% - 15%

VAP - 5% - 15% VAP - 5% - 15%

VAP - 5% - 15% VAP - 5% - 15% VAP - 5% - 15%

Fulfillment - 10%

SVI - 5% - 15%

Fulfillment - 10%

SVI - 5% - 15%



Inset is a small, venture-backed start up with only 16 employees Only 5 people are based in the same office in NJ, our field staff and investigators are spread across the US and our manufacturing is done outside Boston. With the bulk of people working in the field around the US, they needed an easy, web-based way to share information and collaborate on a whole host of office documents.

Needed centralized, web-based productivity tools Clinical field staff were struggling to access the internal shared drive via VPN – in fact, most days they were unable to access it.

Building our infrastructure in the cloud made

complete sense. LotusLive had the answers they

needed – easy online meetings, simple document

upload and collaboration as well as sharing

contacts

LotusLive gave us….…robust web meetings, contact sharing, file collaboration and chat configuration and deployment challenges.

….an easy intuitive web 2.0 interface that was simple enough for field folks with limited computer training to adopt and the multiple training modules help them to answer their own questions …..the ability to share contacts and notes about contacts as they are so spread without any extraneous elements or extensive out and often speak with the same people. Maureen Shaffer

Vice President of Marketing



Unified Communications

• Instant messaging • Web conferencing • Telephony, voice and video

Help people connect and collaborate more effectively in real time


®




Sametime

Benefits to ISV’s:

• Embedded presence awareness and conferencing within existing applications

• ISV’s can use Sametime to automate helpdesks

• Leverage open platform into the largest of applications and solutions

• Ease of development with established open API’s

• Access to a large pool of developer talent (Eclipse)

Benefits to ISV’s Customers:

• Gartner estimates Instant Messaging can reduce long distance call by 30%, can reduce email usage by 40% and lead to 15% reduction in voicemail usage.

Pricing

• For 100 users £3,886/ $5,675/ €5,756

• Sametime 8.01 provides Unified Communication and Collaboration a secure, extensible platform for real-time collaboration

• Uses presence, instant messaging and web conferencing to provide people with more effective and more cost-efficient ways of communicating and working together

• A proven and successful solution with 17m corporate users- with 25 companies in excess of 100K users+



Sametime

Capability

Partners developing or shipping solutions:

Click to Call, Click to conference

Aggregated Telephony Presence

Call Management

Multipoint video integration

Softphone integration

Web conferencing audio integration

Web conferencing audio/meeting scheduling

Unified Messaging for Notes and Domino

Unified Messaging for Sametime



Content Management

• Team store and share • Electronic forms • Web content management

Unlock valuable information by making it easier for people to find, share, and create content

Web Content Management




Forms

Benefits to ISV’s Customers

• Improved employee productivity

• Lower application deployment costs

• Increased user acceptanceL•

• Helps organizations to rapidly reduce the time, costs, and problems inherent to paper based forms processes, by unleashing the information trapped in paper making

• Information is instantly available to anyone at any time and anywhere - helping speed business transactions and increase responsiveness with intelligent easy to use dynamic forms that reduce or eliminate error at the point of entry.

Benefits to ISV’s

• Increases the re-use of assets

• Lowers the risk of projects and delivery time

• Provides a better client platform coverage

• Reduces skills acquisition costs

Pricing (based on customer size 500-1000):

• IBM Workplace Forms Viewer, Server and Designer packages range in price from $10K up to $100K+ depending on the no. of forms and server licenses

• Viewer- for 100 users £46K ($67K /€68K)

• Server- for 100 PVU £27K ($40K/ €41K)

• Designer- for 100 users £7.9K ($11.5K /€11.7K)



Waste Management Solution

Problem:

– German Ministry Environment will replace all paper documents to digital for management of waste and transport in 2010.

Solution:

– Lotus Forms

• Secure• Performance• Background Integration (40 Different Repositories)

– Integrated into FuM's eANVportal(registered) solution

– Strategic Partnership w/ Deutsche Post Com



Social Computing

• Contacts and communities • Blogs and wikis • Bookmarks • Activities

Empower people to discover expertise, interact, and build relationships through communities.




Situational Applications & Integration

• Role-based access • Accelerators • Application integration • Mashups • Dashboards • Client-side middleware • Dynamic development tools

Allow people to quickly solve business problems through a rich, integrated user experience.




Health Care Portal Solution

Problem:

– Inability to have the right data at the right time in the right place destroys the vital link between physicians and information they need to make life-changing decisions—locked in applications that don't speak to one another, mired behind multiple logins, and presented in ways that aren't efficient, intuitive or effective.

Solution:

– FusionFX integrated w/Portal

• Single sign in• Collaboration of disparate information systems• Customizable interfaces for individual needs CEO, CFO, Doctor, Compliance

Officer, and Patient

®


Thank You



Day in the Life – Collaboration Profiles

Presence Awareness

Management Structure

Contact Information

Tags

Searchable Text

Experience Tabs



Q202 Q302 Q402 Q103 Q203 Q303 Q403 Q104 Q204 Q304 Q404 Q105 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q2070.0

1.0

2.0

3.0

4.0

5.0

6.0

7.0

8.0

Lin

ux

Se

rve

r R

eve

nu

e R

olli

ng

4Q

($

B, I

DC

Q2

07

)Linux Market is (still) on Fire!Industry Linux Server Revenue Growth Continues to Outpace all Platforms

7 years of server revenue growth outpacing all other operating systems

S o u rce: I D C S erver T racker, 2 Q 0 7 Ro llin g 4 Q

5 . 5 7 %5 4 , 0 2 3T o tal M arket

-0 . 1 7 %9 , 9 4 0O th er

0 . 0 4 %1 7 , 2 3 6U n ix

1 1 . 1 0 %2 0 , 0 5 4W in d o w s

1 4 . 3 8 %6 , 7 9 2Lin u x

YoY G row thR evenue ($M)

OS Platform

W W Server Marketplace (Q207)



Lotus portfolio on linux

iNotes 8.xbrowser based collaboration

Lotus ConnectionsProfilesActivitiesBlogsBookmarksCommunities

Lotus Expeditorclient middleware for app developmentLotus Quickrvia browser

Websphere Portal Accelaerators

Lotus Formsbrowser based

suse linux enterprise desktop 10redhat enterprise desktop 5ubuntu 8.04

Lotus Notes 8.x

Lotus Domino 8.x

Lotus Symphonydocs, spreadsheets, presentationsLotus Foundationssmall medium business server

Lotus Mobile Connect

Potential OEM CandidatesPotential OEM Candidates

Deep Embed

Lotus Sametime

Lotus Foundations

Lotus Sametime Unyte

Lotus Bluehouse

Examine Ancilliary OEM Business

J9 JVM

Lotus Expeditor/Components

Possible

Lotus Domino Utility Server

Lotus Connections

Lotus Forms

Lotus Mashups

Potential ASL CandidatesPotential ASL Candidates

Lotus Sametime

Lotus Foundations

Lotus Sametime Unyte

Lotus Live (Bluehouse)

Lotus Connections

Lotus Forms

Lotus Notes/Domino



Expeditor

Benefits to ISV’s

• Increases the re-use of assets

• Lowers the risk of projects and delivery time

• Provides a better client platform coverage

• Reduces skills acquisition costs

Benefits to ISV’s Customers

• Improved employee productivity

• Lower application deployment costs

• Increased user acceptance

• Lower dependence on client technology

Pricing:

• Average deal size Expeditor + Lotus Mobile connect= $100K (£65K/ €72K)

• Sever for 100 PVUs £41K/ $60K (PVU) i.e. $60K/processor (or £411/ €609)

• Starter Server $30 VPU (£20.54/ €30.43)

• Client $98.75/authorised user (or £67.62/ €100)

• IBM Lotus Expeditor software is IBM's universal managed client software to extend composite application to laptops, desktops, kiosks and mobile devises. It can be used to extend your IBM Lotus and WebSphere software

• An alternative to Microsoft .NE client software, Expeditor provides the flexibility that comes from service orientated architecture (SOA) and a standard-based programming model from the OSG /Alliance and Eclipse Foundation.



Bookmarks Activities

Instant messaging

Contact Information

LOB Applications

DocumentSpreadsheetsPresentations

Communities

Content

Flexible Adaptable Open

Collaborative Capabilities:

Where And When You Need Them

Intuitive



Windows in Collapsing says Windows in Collapsing says GartnerGartnerClient Alternatives: Market trends Client Alternatives: Market trends embracing Linux and open standards as embracing Linux and open standards as alternatives to Microsoft desktops...alternatives to Microsoft desktops...April 10, 2008 (Computerworld) Calling April 10, 2008 (Computerworld) Calling the situation "untenable" and the situation "untenable" and describing Windows as "collapsing," a describing Windows as "collapsing," a pair of Gartner analysts yesterday said pair of Gartner analysts yesterday said Microsoft Corp. must make radical Microsoft Corp. must make radical changes to its operating system or risk changes to its operating system or risk becoming a has-been.becoming a has-been.In a presentation at a Gartner-In a presentation at a Gartner-sponsored conference in Las Vegas, sponsored conference in Las Vegas, analysts Michael Silver and Neil analysts Michael Silver and Neil MacDonald said Microsoft has not MacDonald said Microsoft has not responded to the market, is responded to the market, is overburdened by nearly two decades of overburdened by nearly two decades of legacy code and decisions, and faces legacy code and decisions, and faces serious competition on a whole host of serious competition on a whole host of fronts that will make Windows moot fronts that will make Windows moot unless the software developer acts.unless the software developer acts.

LINUX OPERATING SYSTEMLinux moves into the Linux moves into the personal computing personal computing mainstreammainstreamBy Brian BergsteinASSOCIATED PRESSMonday, April 07, 2008 BOSTON — The free Linux operating system handles big tasks such as running supercomputers and ATMs. Now, Linux has a chance to loosen Microsoft Corp.'s hold on computing's most visible domain — mainstream PCs — because of the rise of innovative, inexpensive machines. Prognosticators perennially say Linux is on the verge. It gets high marks for security and stability and is widely used behind the scenes in corporate servers, making it a natural candidate to steal desktop thunder from Microsoft's dominant Windows system.

Market Buzz: Windows to Linux

Microsoft reported in their SEC filings in July 2008: "Client faces strong competition from well-established companies with differing approaches to the PC market," according to the SEC filing. Listed competitors: Apple, Hewlett-Packard, IBM and Sun. As usual, Microsoft calls out Linux, which has "gained some acceptance as competitive pressures lead PC OEMs to reduce costs and new, lower price PC form factors gain adoption."

Best Buy & Amazon are selling Ubuntu. Amazon also offers SuSE Linux Enterprise Desktop from Novell. All top Microsoft hardware partners are shipping Linux on the desktop for business customers...



Innovation Innovation thru

Collaboration – Enterprise of the Future CEO study

Paradigm shift in collaboration: from document centric to community centric, services oriented

Enterprise adaptability Leverage Open Source

Cost Reduction Software, Support costs –

Lower TCO Move away from Microsoft

Enterprise Agreements Green benefits Lower the cost of desktop

refresh

Flexibility and Choice Overcome Vista/Office challenges Leverage Open Standards, ODF Productivity Editors, Applications Connected/disconnected, Virtual Access Devices – rich/thin/mobile

Investment Protection

Integrate existing applications

Avoid Operating System downgrades

User segmentation driven migration strategies

Why are Customers are looking for Microsoft free alternatives?



Profiles in Microsoft OfficeProfiles in Microsoft Office

® © 2008 IBM Corporation Lotus OEM Opportunities Building Better Business Outcomes Glenn Newlove...

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Transcript of ® © 2008 IBM Corporation Lotus OEM Opportunities Building Better Business Outcomes Glenn Newlove...