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© 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
IBM Software Group | Lotus software
© 2008 IBM Corporation 3
Virtualization
Generational Impacts
Situational Applications
Technology & Culture Are Evolving The Way We Work
IBM Software Group | Lotus software
© 2008 IBM Corporation 4
Information
Skills
Expertise
Maximizing Organizational Potential
Collaboration in Context
IBM Software Group | Lotus software
© 2008 IBM Corporation 5
IBM Software Group | Lotus software
© 2008 IBM Corporation 6
Digital Collaborative Infrastructure
Collaboration Foundation
Web 2.0Enterprise 2.0
BeyondOffice
Building The Digital Infrastructure
IBM Software Group | Lotus software
© 2008 IBM Corporation 7
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 8
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 9
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
)
IBM Software Group | Lotus software
© 2008 IBM Corporation 10
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 11
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 12
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
®
© 2008 IBM Corporation
$ 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
®
© 2008 IBM Corporation
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 15
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 16
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 17
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 18
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 19
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
PartnerSolutions 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%
IBM Software Group | Lotus software
© 2008 IBM Corporation 20
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 21
Unified Communications
• Instant messaging • Web conferencing • Telephony, voice and video
Help people connect and collaborate more effectively in real time
Connect Collaborate Innovate
®
© 2008 IBM Corporation
IBM Software Group | Lotus software
© 2008 IBM Corporation 23
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+
IBM Software Group | Lotus software
© 2008 IBM Corporation 24
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 25
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
Connect Collaborate Innovate
IBM Software Group | Lotus software
© 2008 IBM Corporation 26
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)
IBM Software Group | Lotus software
© 2008 IBM Corporation 27
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 28
Social Computing
• Contacts and communities • Blogs and wikis • Bookmarks • Activities
Empower people to discover expertise, interact, and build relationships through communities.
Connect Collaborate Innovate
IBM Software Group | Lotus software
© 2008 IBM Corporation 29
IBM Software Group | Lotus software
© 2008 IBM Corporation 30
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.
Connect Collaborate Innovate
IBM Software Group | Lotus software
© 2008 IBM Corporation 31
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
®
© 2008 IBM Corporation
Thank You
IBM Software Group | Lotus software
© 2008 IBM Corporation 33
Day in the Life – Collaboration Profiles
Presence Awareness
Management Structure
Contact Information
Tags
Searchable Text
Experience Tabs
IBM Software Group | Lotus software
© 2008 IBM Corporation 34
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)
IBM Software Group | Lotus software
© 2008 IBM Corporation 35
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
IBM Software Group | Lotus software
© 2008 IBM Corporation 38
IBM Software Group | Lotus software
© 2008 IBM Corporation 39
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.
IBM Software Group | Lotus software
© 2008 IBM Corporation 40
Bookmarks Activities
Instant messaging
Contact Information
LOB Applications
DocumentSpreadsheetsPresentations
Communities
Content
Flexible Adaptable Open
Collaborative Capabilities:
Where And When You Need Them
Intuitive
IBM Software Group | Lotus software
© 2008 IBM Corporation 41
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...
IBM Software Group | Lotus software
© 2008 IBM Corporation 42
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?
IBM Software Group | Lotus software
© 2008 IBM Corporation 43
Profiles in Microsoft OfficeProfiles in Microsoft Office