Smarter Buildings…

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© 2011 IBM Corporation

Smarter Buildings:

A smarter way to manage real estate and facilities

TRIRIGA Overview for Business Partners

Gene Moran, Sales Enablement, IBM

August 4, 2011

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

2


TRIRIGA Solution Overview


Architecture/Interoperability


IBM Strategy and Roadmap


IWMS Market Position


Customer Case Studies


Prospecting/Opportunity ID/Qualification


Sales Plays


Sales Support Resources


User Conference Update


Today’s Agenda

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

3

The
need

for progress is clear

2025

By 2025, buildings

worldwide will become

the top energy consumers.

1

Buildings are the number 1
contributor to global CO2
emissions.

2

Real estate is the second
largest expense on the
income statement for most
companies.

In most organizations the real
estate portfolio is on the
balance sheet as the third
most valuable or expensive
single asset.

3

42 percent

Worldwide, buildings
consume 42% of all
electricity


up to 50% of
which is wasted.

30 percent

Facilities investments and
operating costs can be
more than 30% of
corporate annual spending.

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

4

What
is

a
Smarter Building?


Smarter Buildings…



Are more cost effective by reducing
energy and operating costs.


Use active and designed
-
in techniques to
achieve reliability, efficiency and
environmental responsibility.


Provide Visibility, Control and Automation
to building systems.


Maintain a safer and more secure
workplace.


Communicate in real
-
time to supporting
infrastructure (i.e. smart grid, broadband,
etc.).

Smarter Buildings are well managed, integrated physical and digital infrastructures that provide optimal

occupancy services in a
reliable
,
cost effective
, and
sustainable

manner.

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

5

TRIRIGA and Maximo combine facility, real estate and enterprise asset management

Space &
Facilities
Management

Real Estate
Portfolio
Management

Energy and
Environment
Sustainability

Capital
Project
Management

Integrated Workplace

Management Systems (IWMS)

IBM Smarter Building Solutions

Maximo

IBM combines leadership solutions in two markets
-

Enterprise Asset Management and
Integrated Workplace Management Systems (IWMS)
-

to create comprehensive
Smarter Building solutions.



Enterprise

Asset

Management


Preventive
maintenance


Work mgmt


Inventory
mgmt


Real time
operations &
energy
monitoring


Real
-
time
analytics


Event
correlation

Intelligent

Building

Management

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

6


Integral to IBM initiatives for Smarter Planet and Smarter Buildings


continues the growth and expansion of Smarter Planet solutions



Important component of Tivoli’s Integrated Service Management strategy to provide
software, systems, best practices and expertise needed to manage infrastructure, people and
processes


combines with and expands upon Tivoli and Software Group industry solutions






Core to Maximo Enterprise Asset Management for almost two decades


Maximo is a leading provider of solutions for facility maintenance


Key to ‘cross
-
asset class’ strategy driving competitive differentiation

TRIRIGA contributes unique capabilities that are essential to Tivoli’s strategy

INSTRUMENTED

INTERCONNECTED

INTELLIGENT

Facilities
Infrastructure

Production

Infrastructure

Transportation

Infrastructure

Technology

Infrastructure

Communications
Infrastructure

+

+

+

+

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

7

Operations
Management


Asset mgmt


Work mgmt


Inventory mgmt


Supply chain


Contracts


Key mgmt

Space &
Facilities
Management


Space
utilization


Capacity
planning


Move, add,
change


Reservations

Real Estate
Portfolio
Management


Strategic RE
portfolio
planning


Budgeting &
forecasting RE
expense drivers


Lease &
contract admin

Datacenter
Infrastructure
Management


Space, power
and cooling
optimization


Allocation
planning


Move, Add,
Change


Cable mgmt

Service
Management


Facilities
service desk


Service level
agreements


Contracted
services


Customer
billing

Energy and
Environment
Sustainability


Utility tracking


Carbon output
measurement


Environmental
opportunity
analysis

Capital Project
Management


Condition
assessment


Capital planning


Budgeting


Construction
estimates


Project mgmt

Seven closely
-
connected sets of business functions are needed to reduce real estate costs and improve
facilities management.

Critical business processes address the total building life cycle from construction, design, and project
management to leasing, portfolio management, datacenter infrastructure management, maintenance
management, energy and environmental sustainability and asset disposition.

With TRIRIGA and Maximo solutions, customers can accomplish these business processes from one vendor.

TRIRIGA and IBM solutions address a total view of facilities and real estate management

Integrated Workplace Management System (IWMS)

IBM Adds Two Elements

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

8

RE Portfolio
Management

Understand real
estate requirements
due to expansion or
M&A Activities

Visibility to
lease/rental
transactions events
can allow
opportunities to
secure below
market rates or
vacate under
-
performing
locations

Incorporate
demographics into
real estate location
decisions

Capital Projects

Ability to identify
priorities for funding

Understand project
risks and financial
benefits of potential
investments for
better decision
making

View performance
metrics

Understand payback
periods and annual
savings

Improve project
delivery by
accelerating
schedules

Accurate costing
information by
connecting to
RSMeans

Space Management

Understand and
Improve facility
utilization by
geography, location,
and organization

Implement a
mobility strategy

Track locks and keys

Implement
streamlined move,
add, change
processes

Capture paper CAD
based
documentation in an
electronic
repository for better
access

Reduce response times
to repair requests


Reduce inspection
violations


Minimize lost
productivity resulting
from facility downtime


Improve funding
visibility for better
funding decisions


Maximize maintenance
staff utilization


Contain maintenance
costs



Increase the
frequency of deficiency
reporting

Uncover viable
environmental
projects


Provide data to
assist in project
prioritization
-

concrete analysis
of financial and
environmental
benefits


Focus on long
-
term
planning analytics
to identify trends
and enable
comparisons over
time


Track financial and
environmental
progress of the
projects against
defined targets.


Energy &
Environmental
Sustainability

Operations

IWMS Areas

Business Outcomes

©
2011
IBM Corporation

Smarter Buildings on a Smarter Planet

9

TRIRIGA Workplace Solution


One Technology Platform, One Common User Experience

Pre
-
built Metrics

Crystal Reports

Time
-
trends

CAD Reports

My Reports

Enterprise
-
class Database

Document Repository



Web
-
based Configuration

Upgrade Management

TRIRIGA Business
Connect

TRIRIGA Off
-
line

TRIRIGA Data
Connect

ESRI GIS Server

AutoCAD

MicroStation

Real Estate

Projects

Facility

Operations

Sustainability

Performance Management and Reporting

Role/Process
-
based Navigation

Single Technology Platform

Award
-
winning Applications

Simple
-
to
-
Use
Interface

Adapts to User Needs

Reminders

Quick Links

My Bookmarks

Interoperability

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

10

TRIRIGA Core

Components

Geographies

Locations

Organizations

Vendors

People

Specifications

Assets

Contracts

Customer Self Service

News

Graphics

Document Management

Reporting

WPM Metrics

GIS Mapping

GANTT Schedules

TRIRIGA Real Estate

Portfolio Planning

Site Selection

Transaction Management

Lease Administration

Lease Accounting

AR Tenant Tracking

Payment Processing

Client Requests

TRIRIGA Projects

Program Management

Fund Management

Scope Management

Cost Management

Schedule Management

Resource Management

Quality Management

Vendor Engagement

Procurement

TRIRIGA Facilities

Space Management

Space Chargeback

Space Requests

Strategic Planning

Move Management

Reservation Management

Personnel Provisioning

CAD Management

Receiving

Invoicing

Requests

Tasks

Contact Center

Service Management

Warranty Management

Preventive Maintenance

Facility Assessment

Security/Key
Management

Inventory Management

Capital Planning

Resource Planning

CO2 Emission Tracking

Utility Tracking

Waste Disposal

Water Consumption

Green Opportunities
Tracking

LEED/BREEAM
Certification

Energy Star Integration


TRIRIGA Environmental

TRIRIGA Operations

Role
-
based Applications

TRIRIGA Workplace Enterprise
-
Class Applications

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

11

GUI Builder

Real Property (Single) Platform



Robust/Configurable UI


Dynamic UI


Data validation




Unlimited Field count


Graphical


Manage Data
Relationships


Data Modeler



Report any field


Report on any object


Graphs and Summaries


Incorporate into
dashboard



Report Builder


Localization Standards


-

UOM


-

Date/Time formats


-

Language


-

Currency


Language Editor


Currency Editor


Internationalization


Automate business
process


Automate application
functions


Rich Logic


Data manipulation



Workflow Builder

GUI Builder



Streamline and reduce the number of databases



Provide ability for systems to be more responsive to future changes


to support


Support those unique business rules that make our customers competitive


Support global customers


Support communication between other key solutions




Strategic Platform Objectives

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

12

TRIRIGA Applications are Meta
-
Data Driven

TRIRIGA Development

Platform

Application

Development & Configuration

Application

Runtime

Metadata

Repository

Application

Repository

TRIRIGA Builders

TRIRIGA
Applications

J2EE

Source
Control

Business
Objects

GUIs

Workflows

Reports

Business
Objects

Business
Objects

Business
Object
Instances

Business
Objects

Business
Objects

Java
Classes

Used by customers and partners

Internal to TRIRIGA

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

13












TRIRIGA Offline extends the supply chain and simplifies user
experience













TRIRIGA On
-
Line Work Task

TRIRIGA Off
-
Line

Work Task (Excel)

TRIRIGA auto
-
creates and sends

emailed form auto
-
updates record

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

14

Maximo and TRIRIGA Product Strategy


Investment in both Maximo and TRIRIGA solutions will continue with enhancements delivered in new future
versions


New versions of TRIRIGA
10
are planned for release in
2011
and
2012



Maximo and TRIRIGA capabilities will ultimately converge into a single platform with a common
architecture, one underlying database, and one business process automation engine



The converged product will offer customers the Maximo Enterprise Asset Management (EAM) capabilities
combined with the breadth of the TRIRIGA Integrated Workplace Management Systems (IWMS)
capabilities into a single comprehensive solution for managing facilities, real estate, energy and
environmental sustainability



Convergence will benefit from a legacy of similar design philosophy of both Maximo and TRIRIGA


Both are J
2
EE Java
-
based and web
-
architected


Same approach to use of meta
-
data that preserves configuration data


Similar use of role
-
based user experience



IBM expects to offer customers an upgrade experience from their current Maximo or TRIRIGA
implementations to the converged platform that is similar to a typical upgrade process



IBM intends to provide automation utilities and tools to move data and configurations, enabling a faster and
more efficient upgrade process


The information on the new product is intended to outline our general product direction and it should not be relied on in mak
ing

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, code or functionality. The development, release, and timing of any features or functionality described for our
pro
ducts remains at our sole discretion.



© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

15

The information on the new product is intended to outline our general product direction and it should not be relied on in mak
ing

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, code or functionality. The development, release, and timing of any features or functionality described for our
pro
ducts remains at our sole discretion.



Product roadmap for facilities, real estate, energy and environmental sustainability solutions

2010

2011

2012

2013/2014

IBM Intelligent Building
Management Solution

TRIRIGA

TRIRIGA 10

RELEASED

Oct 2010

Maximo 7.5

RELEASED

May
2011

TRIRIGA 10.x

4Q 2011

IIBM 1.x

TRIRIGA 10.x

IIBM 1.1

2Q 2011


FASB lease accounting
compliance


Translations: French,
Spanish, Brazilian
Portuguese


Reservation management


Additional translations


IWMS enhancements


Asset management and
industry solution
enhancements


Enhanced analytics


Integrated portfolio and operational
performance planning

Maximo

Converged
Platform


Converged Maximo and
TRIRIGA platform


Additional translations and
globalization


Utilities for upgrade
automation (data and
configurations)

Maximo 7.x

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

16

“TRIRIGA’s strong sustainability module, TRIRIGA Real Estate
Environmental Sustainability (TREES) and its early promotion of
FASB changes that will have a profound effect on the real estate
industry are two examples of why it is the leading vendor on
“Completeness of Vision” (X axis) in the Gartner Magic Quadrant for
Integrated Workplace Management Systems.”


Rob Schafer, Research Director
-

Integrated
Workplace Management Systems, 2011

Industry analysts validate TRIRIGA’s leadership

“Our Clean Technology Award winner, TRIRIGA, has developed
enterprise
-
class sustainability software that provides a virtually
unique platform for tracking energy usage in a broad real estate
portfolio."


Dr. Stephen Stokes, Managing Vice President of
Sustainability, 2009

“TRIRIGA is the dominant leader in terms of vision on the Integrated
Workplace Management Systems Market”


“TRIRIGA’s Corporate Strategy is thorough and extremely
professional”


Steven Hanks, CEO, 2009

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

17

TRIRIGA is named in Leaders quadrant for Gartner IWMS MQ

I
Gartner, “Magic Quadrant for Integrated Workplace Management Systems” by Rob Schafer, January 31, 2011

This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the c
ont
ext of the entire report. The Gartner report is available upon request from
TRIRIGA.

The Magic Quadrant is copyrighted 2011 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical repr
ese
ntation of a marketplace at and for a specific time period. It depicts
Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does
not

endorse any vendor, product or service depicted in the Magic Quadrant,
and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is int
end
ed solely as a research tool, and is not meant to be a specific guide to
action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merc
han
tability or fitness for a particular purpose.

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

18

Partial TRIRIGA customer list

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

19

TRIRIGA leads public sector

Partial TRIRIGA customer list

Higher Education

State

Local

Government

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

20

Peer Companies Committed to TRIRIGA

| © 2008 TRIRIGA INC.

Starbuck’s standardized on TRIRIGA for new store rollouts. TRIRIGA Projects
was used to build approximately 300 stores a month. TRIRIGA Offline was
created to help communicate bids for their 20,000 vendors. Every day that was
shaved off the project schedule calculated to an additional million dollars in store
revenue.


TRIRIGA is the standard platform within Chevron Business RE Services

Working through an application consolidation effort

TRIRIGA elevated in IT stack to be a peer application of SAP3

320
,
000
people in
150
+ countries

Managing over
300
M square feet of space

Quantified savings of over $
1
B after implementing TRIRIGA

Global Real Estate and Facilities standardized on TRIRIGA for all real estate
functions globally (Corporate, residential, refineries, stations, land, surplus
properties). Consolidating over 100 applications

Elected to standardize on TRIRIGA IWMS for all FedEx companies including
FedEx Office retail locations. 100K+ locations, $1.3B in rent expenditures,
$100M+ in project expenditures

Project currently underway

The State Department standardized on TRIRIGA to help manage their diverse
portfolio globally with over 300M sqft in over 100 Countries

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

21

Wells Fargo Bank


Manage the dynamic Facilities and Space needs for Mortgage
lending and refinancing business. WF has a $24BB mortgage
portfolio (#1 in USA)

Strategic Goals

Solution Needs

Project Facts


FM system to integrate with HR, Finance, Purchasing,
Security and RE systems


Eliminate manual and duplicate processes


Reduce touch points to “on
-
board” new team member



Top
-
line revenue contribution estimate at over
$
200
MM


($
1620
/day x
25
days X
5000



Implemented: CAD integrator, Portfolio, Facilities,
Business Connects


Integrated with 6 external systems




Total SQF (Million)

49 Mil

Number of
Leaes

270

Locations

650




Decrease customer refinancing processing time


Increase revenue days per Mortgage specialist by
reducing on
-
boarding and off boarding times


Ensure security processes are followed

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

22

Capital One

Capital One is one of the largest credit card/financial
companies in the world
-

Fortune #145.


Merge new bank acquisitions into corporate
infrastructure


Application consolidation


Employee self
-
service





Strategic Goals


Consolidate 4 operating companies into a single
application


Upgrade existing application to latest release


Clean up data as it is migrated to new system

Solution Needs


Competitive analysis demonstrated TRIRIGA’s
applications could be extended throughout the
enterprise


More robust technology underpinnings



Commitment of TRIRIGA’s leadership team to
successful project


Fixed
-
fee arrangement removed risk


6
-
month implementation


Project Facts

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

23

TD Bank

TD Bank, America’s Most Convenient Bank®, is one of the 15 largest
banks in the United States with $160 billion in assets, and provides
Customers with a full range of financial products and services at more
than 1,100 retail stores throughout the Northeast, Mid
-
Atlantic, Metro D.C.
and Florida.

Strategic Goals

Solution Needs



Centralize all real estate functions throughout



North America.



Consolidate portfolios into central database




Leading Real Estate application to support AP
and AR leasing functions



Ability to support Corporate and Retail branches
in single solution



Ability to handle complex Canadian tax
calculations and rules


2500 plus leased locations


retail/corporate footprint


Consolidated 4 disparate systems


Abstracted 600 leases using OSCRE


5000+ OCR Scanned documents






Modules : RE


Implemented : OSCRE Lease Abstract, Lease
Administration, AR (Sublease/Third Party) processes,
AP Lease payments, Real Estate Tax Mgt, Landlord
Services, Document Tracking


First Go Live 2009


100 days!


Next : Adding user features and reports


Project Facts

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

24

FedEx

FedEx is the largest express transportation
provider in the world
-

Fortune #59


Standardize on a single business process and
system for Contract Management, Facilities and
Asset Management across 6 operating companies


Reduce the number of discrete IT systems being
used to support the business






Strategic Goals


Develop business processes to support the
collective companies


Follow stringent IT deployment requirements


Deploy all TRIRIGA modules in a phased approach
over 3 years

Solution Needs


TRIRIGA system is expected to replace over
20
discrete systems due to application breadth


Executive relationships remove risk from project


Configurability of platform allows highly tailored
application


3
year implementation

Project Facts

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

25

General Electric

Fortune
5
Global Company with
5500
plus sites in
120

countries. Conglomerate of
18
major Businesses

with unique Asset Classes

Strategic Goals


Cost Savings (drive cost savings within portfolio)


Effectiveness (reduce cycle time on projects)


Consistency (consistency of Deal
Analysis/Procedures)


Risk Reduction (global, System
-
Based Controls)


Governance (Corp oversight, align workflow w/
policy)


Data Transparency (centralized data for reporting

Solution Requirements


Single web
-
enabled solution that supports end
-
to
-
end RE lifecycle planning, analysis, development,
delivery, operations, facilities planning and execution


Flexible Business Driven Rules, Data Views and
Approvals


Project Facts


5500 Locations


305 million
sf


$2.1B Annual RE Spend


1200 Active RE Transactions


Global Deployment


120 countries


25 Languages



Consolidated 28 disparate systems


Modules : RE, FM, Operations, ESS


First Go Live 2003


Global RE


90 days!


Next : Upgrading to TRIRIGA 10


RESULTS: ROI
-

Portfolio Rightsizing with $198m in
first 18 months

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

26

UGL Unicco


Zurich Financial Services project

Strategic Goals

Solution Needs



Enterprise IWMS platform for all UGL Unicco service
offerings



Customer facing metrics



Web based solution for customer access




Full featured IWMS solution that matches UGL Service
offerings



Multi
-
Customer/Service Delivery capability



Comprehensive Metric Analytics, intra/cross customers



Call Center Operations


5 call center agents


6 corporate locations (Zurich Insurance)


Modules : Operations


First Go Live August 2010 (six (6) week project)





Implemented : Vendor Tracking, Contact Center,
Customer Self Service


Next : PM Work Orders, Mobile solution for techs,
consolidate other customers into Call Center, expand
other IWMS service offerings


Project Facts




UGL Unicco has delivered best
-
in
-
class facilities
maintenance services to customers in a wide variety of
markets including corporate/commercial, plant
services/manufacturing, education, retail, government,
financial institutions and public venues.

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

27

City of New York

Largest City in United States with
9
M Population,
100
,
000
buildings and
4
M Metric tons of GHG
Emissions

Strategic Goals


Achieve Mayor Bloomberg’s published goals


Reduce 2017 to below 2006 levels


Reduce $800M annual energy bill


Reduce GHG from buildings


64% of cities
emissions

Solution Requirements


Single source of truth to “collect, access and
report”


Streamline processes


Flexibility


accommodate future change


Facilitate cross
-
agency access and projects


Project Facts


100,000 Buildings


4M Metric tons GHG tracked


First Go
-
Live 2010


Modules : TREES, Project


EPA ENERGY STAR Integration

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

28

ConocoPhillips

ConocoPhillips is a worldwide integrated energy
company
-

4
th on Fortune
500


Strategic Goals


Integrated solution for all facility requirements


Space, Move, SFP, CAD


Manage 20M SQFT in North America


Improve productivity
-

“Faster and Smarter”

Solution Requirements


Ability to implement their best practices on a
global basis


Manage facilities as a strategic initiative


Success


Multiple prior failures

Project Facts


Teamed with TRIRIGA to build Strategic
Facility Planning (SFP) for a new level of
agility around real estate assets



Industry Expertise & Product Maturity after
multiple failures with low
-
end solutions,
custom development and ERP Attempts


Application Expansion
-

technology
elimination

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

32

Customers validate TRIRIGA’s value proposition

“TRIRIGA allows us to be flexible when we need to be, so we can
easily address any requirements imposed by any change resulting
from our quest for continuous improvement. TRIRIGA’s solution has
allowed GE to right size our real estate portfolio that has resulted in
savings of over $
1
B in real estate lease fees“

David Kontra, Manager, GE

"TRIRIGA Strategic Facility Planning gives us the capability to better
align our workplace initiatives with our corporate goals and take the
necessary actions to achieve Nokia's overall workplace strategy.“

Robert Fitzgerald, Director of Workplace Process
Tools and Reporting Systems, Nokia

“Canadian Tire Corporation has greatly benefited from consolidating
disparate software systems and databases into a single lifecycle
management system. This integrated approach has greatly reduced
the time our staff requires to respond to inquiries about the retail
portfolio and has significantly improved the coordination of activities
involved in the delivery of new stores and remodels.“

David St. Amand, AVP of Real Estate Strategy,
Canadian Tire Corporation

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

33

Portfolio and Real
Estate
Management

Capital Project
Management

Space &
Facilities
Management

Energy and
Environmental
Sustainability

Operations
and Asset
Management

Service
Management

Datacenter
Infrastructure
Management

Lease accounting improves lease cash flow
and reduces occupancy costs

Project management for
plant improvements
improves project cycle
-
times
and eliminates budget
overruns

Space management
for corporate
facilities improves
space planning and
increases facility
utilization

Energy and environmental
sustainability management
reduces costs and risk, while
ensuring regulatory compliance

Automated processes for
preventive maintenance
improve asset reliability,
availability and performance

IT and facility help
desk and request
tracking improves
response time and
reduces down time

Datacenter and infrastructure
visibility, control, and
automation ensures critical
services are performing to the
highest standards in support of
operations

Datacenter

Operations

Facility Mgr, Supervisor

Facilities Engineering

Real Estate VP

Project Mgr

Help Desk

Supervisor

Mgr Energy & Utilities

Finance & Acctg

Real Estate Portfolio Mgr

Procurement

Facility Planner

Facilities Maintenance

Lease Mgr

Corporate Governance

The result is a unified solution for diverse departments and users throughout the organization
-

i.e Real Estate Lifecycle Management


CIO

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

34

How to qualify


ideal prospect attributes


cheat sheet

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

35

Who we sell to and business benefits they care about


cheat sheet

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

36

2


ACCELERATE PROSPECT
PREPAREDNESS FOR NEW
LEASE ACCOUNTING RULES

Business Driver:

Ninety
-
three percent of companies
considered themselves NOT WELL
PREPARED for new rules.



Solution:

TRIRIGA provides advanced lease
accounting capabilities to manage the
vast amounts data required and to
comply with lease accounting rules.


Proof Point:

General Electric generated more than
US$925 million in real cost savings from
facility portfolio reduction with TRIRIGA.


1

Two Sales Plays to Help You Generate 2011 Pipeline and Revenue


EXPAND YOUR SMARTER
BUILDINGS OFFERING

Business Driver:

Only one
-
third of organizations have
achieved their energy and environmental
reduction goals.


Solution:

TRIRIGA provides support for all three high
-
level tactics used by organizations that
achieved their goals


in a single software
solution.


Proof Point:

New York City will reduce its US$
800
million
energy bill and carbon emissions by
30
percent within seven years with TRIRIGA
TREES.


http://w3
-
103.ibm.com/software/xl/portal/content?synKey=R919819X96317Z34

http://w3
-
103.ibm.com/software/xl/portal/content?synKey=K959716N38714V99#overview

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

37

Tivoli Maximo Sales Leaders

Tivoli/ Maximo Strategy, Product Mgmt:

Tivoli/Maximo/TRIRIGA:

WW Sales Tivoli Maximo


Lee Blakemore

lblakemo@us.ibm.com


International Sales TRIRIGA
-

Joe L Baah

baahjoe@uk.ibm.com


NA IOT
-

Tim Healy,
timhealy@us.ibm.com

LA IOT
-

Carlos Tunes Sa Correia

ctunes@br.ibm.com

NE IOT
-

Anthony Roe,
anthonyroe@uk.ibm.com

SW IOT Channel Lead


Alejandro Mezcua

Alejandro.mezcua@es.ibm.com


AP IOT
-

Rod Duce,
rodduce@au1.ibm.com

CEE IMT
-

Bostjan Gabrijelcic

Bostjan.gabrijelcic@si.ibm.com

MEA IMT
-

Farid Tareen,
ftareen@ae.ibm.com




Rich Caplow

Strategy and Product Management

rcaplow@us.ibm.com


Dave Gasdia

Product Management

dgasdia@us.ibm.com


Kim Woodbury

Product Manager, Space Management

kwoodbur@us.ibm.com





WW Maximo Partner Lead


Paul Williams

pdwilllia@us.ibm.com


US TRIRIGA Sales Integration Lead


Jim
Goldsmith

Jim.goldsmith@us.ibm.com


Maximo/TRIRIGA Sales Enablement

Toni Hodge

Manager, Sales Enablement

thodge@us.ibm.com


Gene Moran

TRIRIGA Sales Enablement

genem@us.ibm.com


Theo Winkelmann

Maximo/TRIRIGA Sales Enablement

winkelmann@us.ibm.com


Jim Li

Maximo/TRIRIGA Sales Enablement

jimli@us.ibm.com

Tivoli Business Partner Sales Enablement

Rene Ferguson

fergusre@us.ibm.com

Sonia A. Kobdish

millars@us.ibm.com

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

38

Education and Content Links



TRIRIGA Training Materials (External)

https://www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N299655G01388H26



TRIRIGA Sales Landing Page (External)

https://www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/C801150T72000H40




TRIRIGA Sales Training Roadmap (see next slide)

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

39


TRIRIGA Sales Training Roadmap

http://public.dhe.ibm.com/partnerworld/pub/swg/tivoli/roadmaps/Sales_TRIRIGA.pdf


40

© 2010 TRIRIGA INC. | TRIRIGA PROPRIETARY AND CONFIDENTIAL

40

| ©
2011
TRIRIGA, Inc. an IBM Company | PROPRIETARY AND CONFIDENTIAL









2011 TRIRIGA International User Conference

October 18
-
20, 2011

The M Resort

Henderson, NV


http://userconference.tririga.com



Conference Highlights


More than 100 breakout sessions


Hands
-
on training labs


Networking opportunities


Engaging keynotes and thought leaders


Training class extensions


Partner Pavilion

41

© 2010 TRIRIGA INC. | TRIRIGA PROPRIETARY AND CONFIDENTIAL

41

| © 2011 TRIRIGA, Inc. an IBM Company | PROPRIETARY AND CONFIDENTIAL









Sponsorship of the 2011 TRIRIGA International
User Conference

Benefits of Sponsorship


Learn about TRIRIGA products in more
than 100 educational sessions


Connect with decision makers that
comprise more than 60% of attendees


Introduce your company to more than

80 TRIRIGA customer accounts

Attendee Overview


More than 500 attendees


75% of customer attendees are from Fortune
500 companies or Government organizations


49% of customer attendees are in an IT role


46% of customer attendees are in a Real
Estate or Facilities role

42

© 2010 TRIRIGA INC. | TRIRIGA PROPRIETARY AND CONFIDENTIAL

42

| ©
2011
TRIRIGA, Inc. an IBM Company | PROPRIETARY AND CONFIDENTIAL









For More Sponsorship Information

Visit:


https://www.tririga.com/uc2011/uc2011_sponsorships_ibm/


Or contact:


Jenny Tiemann

Manager, Marketing Operations and Events

(702) 932
-
4325

jtiemann@us.ibm.com

43

© 2010 TRIRIGA INC. | TRIRIGA PROPRIETARY AND CONFIDENTIAL

43

| © 2011 TRIRIGA, Inc. an IBM Company | PROPRIETARY AND CONFIDENTIAL










Tivoli Business Partner


Sales Enablement Tools & Resources




Resources


Sales Kits

-

Product Value Propositions


Training Roadmaps


-

Role Based Education


IBM Software Volume Offerings



Sales tools for
deals <$
50
K


IBM Business Partner Profitability Tool
-

Evaluate IBM Software product offerings and
how those offerings can increase return on
investment and business growth



IBM Business Partner Locator Tool

-

Find a
service provider with a particular set of skills, a
technology reseller or a consultant with
industry expertise


Tivoli Sales Podcasts

-

Great resource for just
-
in
-
time information on Tivoli products





Tools


Business Value Analyst Tool


-

ROI Tool


Demos

-

Product Simulations


Sales Acceleration Plays

-

Prospecting Kits





Online Enablement


Tivoli Virtual Sales Academy


-

Product
Training by Specialty


Tivoli Talks


-

Live/Recorded Teleconferences


Think! Thursdays


Monthly Business Partner
Teleconferences


Tivoli Sales Mastery



Tivoli Sales 201 &
Mastery Test to meet PW Sales Skills



Tivoli Knowledge Center


Online web portal for IBM Business Partners
www.ibm.com/software/tivoli/partners



Face to Face Enablement


Tivoli Sales Academy

-

Face to Face Tivoli
Solution Sales classroom training


Tivoli Whiteboard Sales Training


Tivoli's
Whiteboard Selling initiatives and collateral




© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

44

QUESTIONS?

!

genem@us.ibm.com

for more questions

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

45

BACKUP

©
2011
IBM Corporation

Smarter Buildings on a Smarter Planet

46

TRIRIGA Architecture Diagram

Transaction Data

Application Metadata

Application

Development & Configuration

Report

Workflow

Business
Object

GUI

Security

Metric Report

Administration

Security

Monitoring

Application Runtime

Metric
Report

Report

Workflow

Business
Object

GUI

Metric ETL

Portal

TRIRIGA
IMWS

CAD
Integrator

TRIRIGA
Mobile

TRIRIGA

Builders

JDBC

HTTP

SOAP

Integration

TRIRIGA
BusinessConnect

Data
Connect

TRIRIGA Offline

Client

Interfaces

Application
Platform

Database

Data
Integrator

Portals

Navigation

Audit

Analytic Data

JDBC

Agent
Management

System
Configuratio
n

© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

47

Sample System Diagram


Segregate asynchronous processing to dedicated application servers


Support for simple load balancing (upon login)


Priority processing option for end of month heavy loads


SAN or NAS database storage is supported


Support for VMware


Apache 2


MSFT IIS 6


JBoss
4.2


WebSphere
6.1


WebSphere ND
6.1


WebLogic
11
,
10


SQL Server 2008,
2005


Oracle 11, 10


Windows 7, Vista, XP


Internet Explorer 8, 7



SAP Crystal Report Server
Embedded 2008


SAP Business Objects
Enterprise XI 3.1

Configuration Options:


© 2011 IBM Corporation

Smarter Buildings on a Smarter Planet

50