Lotus OEM Opportunities

honorableclunkSoftware and s/w Development

Oct 30, 2013 (3 years and 9 months ago)

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®


© 2008 IBM Corporation

Lotus OEM Opportunities

Building Better Business Outcomes

Glenn Newlove

WW OEM Sales

Lotus Software

IBM Software Group

Glenn_Newlove@US.IBM.com

Byron Lawson

Director CEEMEA

Lotus Software

IBM Software Group

BLAWSON@ae.ibm.com


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

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

6

Digital Collaborative Infrastructure

Collaboration


Foundation

Web 2.0

Enterprise 2.0

Beyond

Office

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”

Desktop

Mobile

Appliance

Web

Business Applications

Middleware

Collaboration as a Service

Hosted

SaaS

IBM Software Group | Lotus software

© 2008 IBM Corporation


8

Delivering Collaborative Services

Contact

Information,

Skills, Expertise

Communities,

Discussions

Blogs/Wikis


Shared

Documents

Shared

Bookmarking

Activities/

Project

Management

Instant

Messaging,

Web Conferencing

E
-
mail,

Calendar,

Contacts

Scorecards,

Business
Intelligence

Telephony,

Video, VOIP

Documents,

Presentations,

Spreadsheets

Composite

Applications

Business Mashups

Electronic

forms

Notes/Domino

Symphony

Sametime / UC2

Quickr

eForms

WebSphere

Portal

Lotus Connections

Lotus Connections

Mashups /
Expeditor

IBM Software Group | Lotus software

© 2008 IBM Corporation


9


Collaboration &

Content Management

Information

Business process

Interaction and client services (online or offline)

Rich

Clients

Portal

Browser

Mobile

Content
Feeds

IBM Lotus Collaboration Strategy


Applications &

Integration


Communications

& Social Software

Task Specific
Applications


On Premise


and/
or


Web As A Platform (SaaS)

IBM Software Group | Lotus software

© 2008 IBM Corporation


10

Lotus Channels and GB

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%


9
th

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

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

Vista Client, basic

Office Standard
2007


Communicator

Linux


Synaptic SMS

OpenOffice

Firefox

Firewall

Multimedia

...

Lotus Notes
8


-
Messaging &
Calendaring

-

Instant Messaging

-

Lotus Symphony
(Office)


-

Quickr Personal
Edition

-
Document
Management

-

Web
2




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 Collab Client

Comm CAL

$ 31

$ 144

Windows Vista
Business OEM

Win CAL

SMS CAL

Exchange CAL


$ 29

$ 41

$ 67

®


© 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
-
Compatible

Editors in Beta Today!

IBM Lotus Symphony

IBM Software Group | Lotus software

© 2008 IBM Corporation


15

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

16

LotusLive 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

Connections

An 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 iNotes

Web
-
based Email service with group
calendar & shared contacts.

Available Today

Available Today

Available 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 ma
kin
g 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
, o
r 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 Q
2

09

IBM Software Group | Lotus software

© 2008 IBM Corporation


17

17

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

TBD

TBD

No Charge

TBD

$
46
/mo

$39/mo

30
Days





Anti Virus, Anti
-
Spam



Shared Contacts



Group calendar





Browser
-
based email



N/A

N/A

N/A

N/A

N/A

Rich Client

25
-
Meg








Storage (
1
Gig)








Charts






Survey Forms

Reader only








Dashboard












Activities










Contacts










Store & Share








I湳ta湴 Messa杩湧

N/A

N/A







N/A




LotusLive Account








Recording








Videocasting








Audiocasting








chat








Publish








P潬li湧








Desktop Sharing








Application Sharing

N/A

N/A

N/A

N/A








Host Account


























Web Conferencing

Collaboration

Email

LotusLive


Meeting

LotusLive


Engage

LotusLive


Connections

LotusLive

Notes



LotusLive

iNotes

Price (per subscriber)

Features

Trial

No
Char ge

Engage

Paid
Subscr iber

Connections

Paid


Subscr iber

Guest

Available w/paid
Subscr iption

Notes

Paid
Subscr ib
er

iNotes

Paid
Subscr iber

Meetings

Paid
Subscr iber

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

Standard

Perpetual

License

Resell

SaaS Services


Building an
Annuity
Stream of
Revenues

Plus

Integration

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 Reocurring

SaaS Rev

New Incr SaaS Rev

New Incr SaaS
Revenue

SaaS

Integration Services

SaaS

Integration Services

SaaS

Integration Services

Partner

Solutions Revenue

Partner

Solutions Revenue

Partner

Solutions Revenue

Partner

Solutions Revenue

Partner

Solutions Revenue

Partner

Solutions 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

22

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 acceptance

L







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

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

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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

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

34

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

IBM Software Group | Lotus software

© 2008 IBM Corporation


35

Lotus portfolio on linux

iNotes 8.x

browser based
collaboration

Lotus Connections

Profiles

Activities

Blogs

Bookmarks

Communities


Lotus Expeditor

client middleware for app development

Lotus Quickr

via browser

Websphere Portal Accelaerators

Lotus Forms

browser based

suse linux enterprise desktop 10

redhat enterprise desktop 5

ubuntu 8.04

Lotus Notes 8.x

Lotus Domino
8.x

Lotus Symphony

d
ocs, spreadsheets,
presentations

Lotus Foundations

small medium business
server

Lotus Mobile Connect

Potential 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 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)




I
BM 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

40

Bookmarks

Activities

Instant

messaging

Contact Information

LOB Applications

Document

Spreadsheets

Presentations

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
Gartner

Client Alternatives: Market trends embracing
Linux and open standards as alternatives to
Microsoft desktops...

April 10, 2008 (Computerworld) Calling the
situation "untenable" and describing Windows
as "collapsing," a pair of Gartner analysts
yesterday said Microsoft Corp. must make
radical changes to its operating system or risk
becoming a has
-
been.

In a presentation at a Gartner
-
sponsored
conference in Las Vegas, analysts Michael
Silver and Neil MacDonald said Microsoft has
not responded to the market, is overburdened
by nearly two decades of legacy code and
decisions, and faces serious competition on a
whole host of fronts that will make Windows
moot unless the software developer acts.


LINUX OPERATING SYSTEM

Linux moves into the personal
computing mainstream

By Brian Bergstein

ASSOCIATED PRESS

Monday, 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

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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

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Profiles in Microsoft Office