SOA ROI Value Assessment Tool

decorumgroveInternet and Web Development

Aug 7, 2012 (5 years and 3 months ago)

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SOA ROI Value Assessment Tool

Worldwide WebSphere RTM


Roberto Vega
-
Goldman

Value Sales Consultant

rvegagol@us.ibm.com

Agenda


Vendiendo Valor


Cuando Usar


Por Que?


Instalar la Herramienta


Demo


Value Selling

Value selling, es una forma de traducir el
contenido y las funciones técnicas de los
productos a un lenguaje que realce los
valores económicos para el negocio.

4

Menu
-
driven tool
used to develop a
high
-
level business
case for SOA and
WebSphere

Tool used by IBM Sales or Partner

Workshop delivered by specialists

Opportunity close

Note: use
only

if needed to win!

Internal Use Only


Solution Consultant Express

Technical Business

SOA ROI Value Assessment

Porque desarrollar un ROI?


Accelerating Sales Cycles by 30%
-

40%



-
Alinean Research


Reducing Discounting by 20
-

30%



-
Alinean Research


Increasing Selling Effectiveness by 60%



-
Alinean Research


Gaining Unique Competitive Advantage



Porque el cliente se lo pide (reactivo)



Por que necesitan justificar la venta


81% of buyers expect IT vendors to quantify value proposition of proposed solutions


Ernst and Young



61% of buyers rate vendor’s ability to quantify their value proposition as important in
the vendor selection process


Ernst and Young



79% of CFOs, CIO’s and IT executives rate financial justification as important for IT
purchase approvals


Computer World

Muestra de un Reporte Powerpoint

SOA ROI Value Assessment Tool helps you close the sale

Bank in South America

By using the ROI process
to show value and answer
the customer’s concerns,
the opportunity grew from
$350 K to $1.18 Million

The sponsors had sufficient details
to explain the financial benefits to
his management team.

Revenue grew from

$74 K to $200 K

The client team secured the sale
and increased revenue by placing
the ROI analysis in good hands at
X Insurance Company

This after they said they were not
buying any more software in 2006
Revenue: $132 K

"We are using the SOA Value Assessment tool to help the customer justify buying the larger solution.

We will use the tool again. Kudos to IBM for putting this tool together. It will help us sell more by showing the
financial value of IBM solutions.

Darrin D. Nelson, Vice President Software & Services, Strategic Computer Services, LLC"

To win the deal, the BP
leveraged the SOA ROI Value
Assessment Tool

A cross
-
brand SOA win

BSA

One
Telecommunication
Company

County Gov




Insurance Company

BIB

Bank in Brazil

We just used it to show the
value of the solution

Another

Company

In Colombia

ROI tool was used
to Win

Puntos conciderados en el diseno de la herramienta


Fácil de usar


Costos bajos “rápido”


Mejora las ganancias (realza el valor, no el costo)


Ayuda a establecer el presupuesto del proyecto


Usa supuestos (defaults) para ayudar a terminar el estudio rápido


No es herramienta de TCO


Diseñado usando Mejores Practicas


Basado en productos de la compañía Alinean


Base de datos basados en estudios de Alinean/IDC (20,000+ WW)


Tivoli, Rational, y STG usan la misma herramienta


Para cuentas pequeñas o grandes


Produce una propuesta profesional que puede ser editada



Design of the WebSphere/SOA Template

SOA/Business
Assessment

Product
Assessment

Project/ Challenge
Questions

Product
Questions

Benefits

Costs

Business

Case

Outside and
Additional
Costs

Current As
-
Is

To
-
Be

WebSphere/SOA content

Products


WS Business Modeler/Monitor


WAS/CE/ND/XD/Express


WDHT/HATS


WS Developer for z


WS Message Broker/MQ/ESB


WS Process Server/WBI SX


WS Transformation Extender (New)


WS Commerce


SOA DataPower Appliance (New)


WS Partner Gateway


CICS Transaction Gateway


Additional SOA Products


Rational Software Architect


Rational Application Developer


Tivoli Composite Application
Manager


WebSphere Portal


Each aligned to specific benefits


IT Cost Reductions (10)


Business Operating Efficiency (24)


Business Strategic Advantage
(13)

Tool Demonstration

Initial entry of customer IT Data

Select either a customer

challenge…

… or a Product to start the

business case

Displays subset of questions

to define “as
-
is”

16

Summary of potential benefits

Each Benefit can be adjusted

based on customer feedback

Last input is to estimate

total Costs of solution

This is the detailed screen for

entering software license costs

The last tab shows the

ROI Analysis calculations

Create a report in Word,

Powerpoint, or Adobe PDF

Muestra de un Reporte Powerpoint

Nuevo
-

WebSphere Commerce ROI Template

Download and Training

Training


Virtual Innovation Center (camtasia directoty)


http://www
-
304.ibm.com/jct09002c/isv/welcome/vic.html


Or
http://www.ibm.com/partnerworld/vic


Self paced RVA 101/201 training available now for BP & IBM


RVA 101 Introductory Training

1.5 Hrs


RVA 201 Advanced Training

1.5 Hrs

Where to Download

BP's

that have selected interest in SOA as emerging technology

http://www.ibm.com/isv/soa/benefits/soa_value_toolkit.html


IBMers

Must be logged in to the intranet


From XL

http://w3
-
103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=T9&docID=A427532D13057T10


Internal FTP CD
-
Image

ftp://submit.boulder.ibm.com/download/stew/06STEW/RVA
-
Jan07/



You can find all the collateral within the ROI tool.

Just click on the resources Icon after starting the application

ROI Value Assessment Tool Contacts


WebSphere ROI Program Office Contacts:


WSAC@us.ibm.com



SME
-

Americas

John Condaxis, Steve Sayer, Wali Hader


SME
-

NE IOT

TBD


SME


SW IOT

TBD


SME
-

AP

TBD



Project Mgr, WW Value Sales Consultant




Roberto Vega
-
Goldman

rvegagol@us.ibm.com



WW WebSphere Channel Sales


Brian Remington


WebSphere Program Office, WW Sales


Phyllis Ponder


RVA 101


Introduction to Using RVA Tool



After the introductory session, you should be able to


-
Create a Financial ROI based on WebSphere Products and SOA

-
Determine when to bring the ROI tool into the sales cycle

-
Understand key financial terms and the 5 top ROI calculations

-
Learn about the Methodology behind the tool (Risk Adjusted ROI)

-
Find and use the resources, online help and Glossary

-
Print a Questionnaire from the resources

-
Use the Sample Templates and Create Generic Business Cases

-
Navigate the Tool to Enter Data, Review Benefits, and Enter Costs

-
Use Basic Features and Functions

-
Generate a ROI Report Using Industry Defaults



RVA 201


Advanced Training


Show how to add Other products


Show how to add new Cost categories


Show Risk Adjustment


Show how to analyze and adjust the questions


Use of leasing/financing


Review and Show how to use the SOA Maturity Model


Show how to add benefits categories


Show how to add "Other" LOB/ Process


Change Benefits by Stakeholder


Show how to export and import project analysis


Common objection handling