Solution Prospecting August Building on a WAS Foundation

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itten permission.

Solution Prospecting

August

Building on a WAS Foundation

Joe Loffredo

Ingram Micro Technology Solutions Engineer, IBM Software

August 8, 2007

®

Partner

Smart.


Download this presentation
http://www.ingrammicro.com/ibmsw
-
trainings

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itten permission.

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Applications: Vitally Important


Are the lifeblood of every business


Orchestrate and control many business activities


Interactions with customers, suppliers


Placing orders


Internal processes


Requisitions and requests


Disseminate company information


Are integral to the “way business gets done”


Impact your customer, your business, and your
overall success in the market

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Changes that affect Business


Changes you drive


New offerings, new target markets, new suppliers


Changes that drive you


From Francs to Euros, SOX, competitors from China


If you’re not adaptable and flexible, you may not
survive in today’s competitive environment


Manufacturers who can’t adapt systems quickly
enough to match competitors just in time methods


Retail stores who can’t track inventory close enough to
have just the right products in stock at the right time


Flexibility becomes more important than efficiency

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Business Flexibility Depends on IT


Technical obstacles to on demand strategies


Hundreds of custom
-
coded connections


Needs recoding every time a connection, or something
it connects, is altered in any way


Is very costly and difficult to implement change


Web Services


Applications & components that interact easily with
each other


Reuse and recombine into new applications


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Simpler

Reusable, complex function is provided

by the middleware, not the application.


Higher Quality

Reliability, availability, and scalability

are provided by the middleware,

not the application.


More Secure

Security policy enforcement and

resistance to attacks are provided by

the middleware, not the application.

The Business Value of Middleware

Application deployments that are ...

Higher Productivity

Lower development costs.

Higher reuse of assets.


Lower Risk

Better tested deployments.

Higher availability of skills.


Improved Responsiveness

Configurable changes.

Faster development.

Impact to the business ...

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About Application Servers


Are the middleware platform for running web
applications, web services


Employ industry standards to avoid vendor lock
-
in


J2EE (Java 2 Enterprise Edition)


Examples of web applications/web services


Search engines


Components such as


UPS shipping calculations


Travel reservation and booking


Google maps and “find nearby” functionality

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Operating System, Hardware, Database, Storage

What is an Application Server?


Provides infrastructure for running applications


Provides a common environment & programming model


Write once, run anywhere (J2EE)


Provides a scalable, reliable transaction engine

Web App

Application Server

Web App

Web App

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WebSphere Application Server (WAS)


Fully J2EE compliant


Write once, run anywhere


Application Server Toolkit (AST)


Tools for creating, deploying and debugging Web apps


Secure


Easier security configuration, default configurations


Single sign on support for WAS
-
based web apps


In Windows environments


Fundamental component in other IBM Solutions

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Application Server Packaging


WAS Express


Limited to 200 value units per server


Same multi
-
platform support as other WAS Editions


WebSphere Application Server (Base)


Unlimited value units


WAS For Developers


ND (Network Deployment)


Clustering and high availability management


Load balancing and caching

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Application Server Licensing


WAS Express


Either by processor/core value unit OR Intranet User


Processor core licensing


For Internet or other apps where you can’t count users


Limited to 200 value units


Intranet user license (20
-
user packs)


Still limited to 200 value units of processing power on the server


WAS Base, Network Deployment


Processor/core value units


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Application Server: Sales Thumbnail

What is it?

J2EE application server
for running and
developing web
applications.

What does it cost?



WAS Express



$2,060 per 100 vu, or $515 for 20
intranet users



Application Server (Base)



$4,125 per 100 vu




WAS Network Deployment (ND)



$15,500 per 100 vu

Who to sell it to?

Everyone who needs a
platform for running
and/or developing web
applications. Pursue
LOB Execs, CEO’s
and/or Owners, IT Mgr

VU = Value Unit = Multi
-
Core Licensing



Count cores on the server platform to be licensed



Ex. 2 cores on Intel
-
based platform = 100 vu



Convert to Value Units, purchase Value Units

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itten permission.

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WebSphere AppServer Benefits


Provides a standard base of services such as security,
single sign
-
on, database access


Application development


Build and deploy application services quickly and easily


Enhance developer productivity with an integrated, open
standards
-
based development environment


Reuse software assets and extend their reach


Management and scalability


Reduce complexity vs. custom
-
built infrastructure


Manage applications effortlessly


Grow as your needs evolve, leveraging core assets & skills


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itten permission.

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WebSphere AppServer Competition


BEA


WebLogic, AquaLogic, and Tuxedo


Oracle


Oracle Application Server 10g


IBM advantage: comprehensive portfolio


Depth of Rational toolset


Robust messaging


Ex. WebSphere MQ


Integrated management


Ex. IBM Tivoli Component Application Manager (ITCAM)

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AppServer Elevator Pitch


WebSphere Application Server is the foundation of
the WebSphere software platform, and a key
building block for a Service Oriented Architecture
(SOA).


As the premier Java 2 Enterprise Edition (J2EE)
and Web services application platform, you can get
up and running quickly and easily, minimize your
development cycle time, and reduce the costs of
managing your environment with effective, easy
-
to
-
use management tools.

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Why AppServer? The Value


Simple, Rapid Development and Deployment


Get up and running quickly


Shorten development cycle time


Easy to use and deploy


Secure, Scalable, Highly Available


Standards
-
based security infrastructure, out of box
security configurations


Scalable to meet your needs as your business grows


Effective Application Management


Simple administration and management


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AppServer Questions To Ask


Do you have any application development projects
currently running, or planned for the near future?


Do they involve web applications, and if so, what
development platform and infrastructure is in
place? What vendors/products/solutions?


Do you need to develop apps that are web enabled,
faster to develop and easier to manage than your
legacy applications?


Do you need to rapidly/easily convey info from a
database to partners, customers, employees on a
Web site?

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Success with Aon Warranty Group


Business Need


To increase speed of order processing for better
customer service


Plan to develop a Web
-
based ordering tool without
replacing existing back
-
end systems


Solution: WebSphere Application Server


Benefits


Automated order processing cuts paperwork, saves
customers time, eliminates manual re
-
keying, reduces
errors

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Success with Sophia Central Bus


Business Need


Thousands of routes and pricing combinations, dozens of
gates to manage


Bring together all scheduling/pricing information, share
effectively with employees and travelers


Solution: WebSphere Application Server Express


Benefits


Productivity increases through easy availability and rapid
exchange of information


Lower cost due to simplified infrastructure

“Choosing IBM has enabled us to provide an integrated solution with the
minimum of effort, very quickly.”


Unal Kerimov, Manager, The Central Bus Station Sofia

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Sales Force

Automation

Customer

Relation
Management

Content
Management

Collaboration

eHR

Syndicated Rates

E
-
Forms

Composite
products

Management
Dashboards

Workflows

Business

Alerts

e
-
Mail

Document

Management

E
-
Learning

Instant Messaging

Communication

ERP Information

Presence

Awareness

Cross Sell with IBM Portal

Portals bring business services, web services, applications
together under one pane of glass

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100%

0%

50%

100%

0%

50%

15% Utilized Servers

100%

0%

50%

10% Utilized Servers

Cross Sell with WebSphere XD

20% Utilized Servers

Cluster 1

Cluster 2

Cluster 3

55% Utilized Servers

75% Utilized Servers

Hurricane hits the coast:
100% Utilized Servers

Denial of Service


Claims Processing

Account Management

Billing Application

Redirect Resources when Needed

Better Utilized Servers

Also Supports Non
-
WebSphere Environments

100%

0%

50%

Idle Servers
“help out”
other apps that
are too busy

Better Utilized Servers

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Cross Sell with WebSphere MQ


MQ Connects applications, both web & non
-
web based


Provides the transport for an Enterprise Service Bus

MQ

App A

App B

App C

App D

App E

App F

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Cross Sell with WebSphere ESB

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Cross Sell with Message Broker


Any
-
to
-
Any message routing & transformation


Supports wide range of protocols and data formats

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Cross Sell with BPM Solutions


WebSphere Business Modeler


Design processes


WebSphere Integration Developer


Build processes


WebSphere Process Server


Run processes


WebSphere Business Monitor


Monitor processes

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Ingram Micro
-

IBM Software



Resources and Support


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About Selling IBM Software


Get started NOW


No authorization, certifications, or sales barriers


Volume Licensing


Ingram Micro IBM Passport Advantage desk x66043


End user Passport ID sets the discount level


No shrink wrap for IBM Software products


Pricing includes Maintenance AND Support


24x7 support, direct from IBM


One price covers
everything!


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Ingram Micro Market Support


Volume License Specialists (VLS)


Parts, Pricing, and Quotes


800
-
456
-
6783 x66043


Market Development Specialists (MDS)


Get you started with IBM


Help you with IBM programs (VAP, SVI) that
increase your margins


Market Development Manager (MDM)


Marketing assistance


Strategic initiatives and top
-
level issues

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Ingram/IBM Market Dev Resources

West

MDM


Cindy Ferron

MDS


Jennifer Willman

East

MDM


Jim Coleman

MDS


Raffaele DiPrado

Central

MDM


Kim Alexander

MDS


Jennifer Willman

MDM = Market Development Manager MDS = Market Development Specialist VLS = Volume License Specialist

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Ingram Micro Technical Support

“Ingram Micro Technical Support is the only place that VARs and
Integrators can find true Multi
-
Vendor solutions & answers to
business needs.”


Solution
-
oriented focus that enables sales


Conference end user, transparently


Keep up on new technologies, solutions, services, products


Technology Solutions Engineers (TSE) program


Presales consultative/technical assistance that enables sales


Sales/technical training


Identify opportunities


Customer visits, conference calls, meetings, and events

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Why IBM Software??


Complete software portfolio


A deep tradition of technology leadership


Scalable solutions


Support and maintenance included


Stability


One of the world’s largest software companies


Partnership with Ingram Micro

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Partner

Smart.


®