FileNet Content Manager 4.

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Product Sales Training

Ren Schimmer Offering Manager

2008 IBM Corporation

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Introduction
This PST will cover sales related topics for FileNet Content Manager to help position and sell FileNet CM The Target Audience are Sales Executives and Technical Sales Specialists. For Support, Development or Services personnel additional recordings have been made available to discuss more detailed technical information (Learning Portal: PIT, PMT, PAT) No other presentations or material needs to be reviewed prior to this recording.

Other related PST recordings are available and highly recommended:

IBM FileNet Workplace XT (incl. MS Office 2007 Integration) Content Federation Services (CFS)

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Agenda

Product Overview
Sales Execution Product Pricing / Packaging

Sales Tools

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Product Overview
Market History / Product Positioning Product Features Functions / Benefit Overview Product Dependencies (3rd party / platform)

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ECM Market
The ECM market materialized over the period of a few years through integration and consolidation of existing technologies and applications Estimated size of the CM market of $9.2 billion in 2008 with an annual growth rate of 11.5% through 2011 ECM will extend down market through increasing BCS functionality becoming part of ECM suites...
Transactional content
Processes consume content

Archival

Imaging
E-forms

Document output management

RM
E-discovery

BPM COLD/ERM Campaign management

Business Content
Arms information workers

DM
Team collaboration

CM
Portal

WCM
Personalization DAM

... while at the high-end integrating more and more with LOB applications to create high value CEVAs

Persuasive Content
Influences behavior

At the core of ECM is the Content Repository: Content Manager

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ECM Usage Model

Enterprise Application Integration (e.g. SAP, Siebel)
Deep Application integration Portals Partner Solutions

Content Enabled Vertical Applications

Document Management (Structured Collaboration)

Lotus Quickr Microsoft SharePoint

Ad-hoc Collaboration Authoring

Microsoft Office

IBM has an extensive partner service channel [...] delivering more than 150 CEVAs. [...]
Gartner, 11/07

DeskTop

Work Group
(Single Server & Single Site)

Department/LOB
(Centrally Provisioned Multi-Site)

Enterprise

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Market Development
Enterprise Application Integration (e.g. SAP, Siebel)
ECM

Content Enabled Vertical Applications

Document Management (Structured Collaboration) Standardization ECM

Ad-hoc Collaboration
Authoring

DeskTop

Work Group
(Single Server & Single Site)

Department/LOB
(Centrally Provisioned Multi-Site)

Enterprise

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Product Positioning
FOR Global 5000 customers WHO are looking to improve customer service employee productivity IBM FileNet Content Manager 4.5 OFFERS enterprise-class content management services WHICH enable organizations to flexibly deploy document management and process-driven business and compliance applications that actively use, manage, consolidate any type of digital content. UNLIKE other ECM vendors - including Oracle, EMC and Microsoft and many other smaller vendors IBM FileNet Content Manager 4.5 enables the deployment of a large number of different departmental LOB solutions, across geographically distributed enterprises, while maintaining a unified metadata model and a single enterprise catalog. This allows customers to rapidly and flexibly meet their different Imaging, Content & Document Management, Process and Compliance business needs.

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Highlights for FileNet Content Manager 4.5

CM 4.5 improves Usability and new use cases New Office 2007 Integration New Workplace XT 1.1.3 Introducing DITA Object Model

CM 4.5 focuses on Upgrade and Consumability

Simplified installation, better documentation, direct upgrade from previous versions to simplify upgrades directly to 4.5 Increased Value through bundles WAS 6.1 DB2 9.5 CFS now included FileNet CM continues to provide essential and common repository services for the entire IBM FileNet ECM platform: Versioning Security APIs to access content Metadata management
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Feature / Benefit 1
Feature
ECM for everybody = BCS

Benefit
New integrations with MS Office 2007, Sharepoint and Lotus Quickr (CM 4.0.1, 4.5 TBD) extend the reach of ECM in the enterprise by making it available to the masses. Combining ease of use with true enterprise class content management helps organizations to stay on top of their growing volumes of content while avoiding costly silos. DITA (Darwin Information Typing Architecture) is the standard format for complex documents that are constructed of smaller re-usable fragments. FileNet Content Manager now supports the DITA object model and integration with XML authoring tools to create, manage and publish complex technical documentations. Improves business agility and flexibility in the area of Productivity, Standardization and Compliance, through a single, open and standards-based enterprise architecture.

Support for Technical Documentation Management

Unified, open, scalable ECM and BPM platform.

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Feature / Benefit 2
Feature
Content Federation Services and enterprise repository services.

Benefit
Easy access to mission critical content in IS, CS, CM8, CMOD and 3rd party repository through a single enterprise catalog for the management of any type of content in independent, dispersed repositories. CFS license is included in FileNet Content Manager 4.5

Unified Metadata model and Comprehensive enterprise catalogue enabling any type of universal catalog service. content operation (search, catalogue, classify, secure, retain, comply, activate, update and delete) for multiple content types in various content repositories. Flexible API for Java and .NET application development Scalability to support the needs of the entire organization Support of Service Oriented Architectures and the System Development standard of choice. Support for tens of thousands of users simultaneously accessing repositories containing billions of objects across geographies with fast response times

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OS, Application Servers, databases

Supported Operating Systems Windows AIX Solaris HP-UX Linux zLinux Supported databases IBM DB2, DB2/z Oracle Microsoft SQL Server

Supported Application Servers IBM Websphere BEA WebLogic JBoss

Supported directory services IBM Directory Sun One Directory Active Directory + Multi-Forest Novell eDirectory

For up-to-date and detailed list check HW/SW guide

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Sales Execution
Business Use Cases / Case Studies Value Proposition Customer Targets / Buying Signs Competition Release Timeframe / Expectations Partners / Solutions

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Business Use Cases / Case Studies

Details on traditional use cases in industries like Health Care Insurance Manufacturing

Finance
can be found together with published Case Studies at ibm.com/software/data/content-management Highlighting Technical Documentation use case (following slides)

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Government
Case Management Retiring Workforce eGovernance (Regulatory Compliance for Government) License Issuance (Transportation Real ID Act) Fraud Monitoring

Insurance
Underwriting Claims Processing Policyholder Service On-boarding / Enrollment Regulatory Compliance & Market Conduct

Financial
Account Origination Mortgage Loan Processing Consumer Lending Commercial Lending Electronic Legal Discovery

Manufacturing
Knowledge Retention (Aging Workforce) Staff Productivity Asset & Plant Lifecycle Management Regulatory Compliance (Pipeline Safety Act of 2004 / OSHA 1910.119) Rate Case Management

Cross-Industry
Records Management Customer Service Network Management Regulatory / Legal Compliance Accounts Payable

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Healthcare
Case Mgmt. Customer Service Compliance New Acct / Customer On-Boarding

Telecom

Energy & Utilities

Customer Service Customer Billing Accts Payable Compliance HR On-boarding Contracts Mgmt

Asset/Plant Lifecycle Mgmt. Compliance Rate Case Aging Workforce Contracts Mgmt. Accts Payable

Transportation

Retail

Bills of Lading/Manifests Customer Service Contracts Mgmt Accts Payable Claims/Legal Case Mgmt...

Accts Payable Customer Service Compliance HR On-boarding Contracts Mgmt. Litigation Mgmt.

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Use Case example: Technical Documentation

Business Challenges Time & resource constraints impact completion & launch
XML Chunks

Monolithic document structure hinders collaborative process to speed creation while adhering to corporate & compliance standards High translation costs
Too hard to perform quality checks on existing content Unable to efficiently create & deliver in multiple formats, across many channels

Product Images

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The Solution: IBM Document Publishing with FileNet Content Manager

Structure and Reuse Content
Separate Content from Format Increase Content Granularity Reuse Content Describe content with structure and attributes

Benefits of XML and Reuse

Improved content quality Higher writer efficiency Greater consistency across products Lower localization costs Ability to publish to multiple channels and formats DITA (Darwin Information Typing Architecture)

IBM FileNet Content Manager: Tech Docs Phase 1, introducing basic support
Support for DITA object model Support for DITA Render Engine (DITA Open Toolkit) Documented path to TechDoc solution
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General Value Proposition

IBM FileNet Content Manager 4.5 delivers highly scalable, high performance, document management and transactional content services that allows for the deployment of departmental solutions, across a geographically distributed enterprise, while uniquely maintaining a unified metadata and single Enterprise catalog. This unique capability allows you to deploy a single ECM platform to meet your Content, Process and Compliance needs.

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Customer Target: Line of Business/Operations Manager

Value Proposition Existing IBM FileNet Customer
Extend your existing IS, CS or P8 system to accelerate the implementation of new applications and the reimplementation of existing applications with P8s contentcentric BPM and compliance. Accelerate the implementation of new applications and the reimplementation of existing applications with P8s contentcentric BPM, compliance and BCS capabilities.

Proof Point
Serve any type of ECM, BPM and BCS needs through the extension of your existing system with a single systems architecture that delivers comprehensive ECM, Business Productivity, and Compliance capabilities that increase employee productivity and efficiency, delivers competitive advantage and customer service

New Customer

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Customer Target: Compliance Manager, Legal

Value Proposition Existing IBM FileNet Customer
Extend your existing P8 enterprise platform as the foundation for Federated Records Management and Email Management to achieve compliance. Establish the P8 enterprise platform as the foundation for Federated Records Management and Email Management.

Proof Point

New Customer

Manage compliance across ECM BPM, BCS and email applications through a single systems architecture that enables ECM, Productivity, and achieving Compliance

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Customer Target: IT
Value Proposition Existing IBM FileNet Customer Proof Point

New Customer

Extend your existing ECM platform beyond CM, to include BPM, BCS, RM, EMM, IM and Serve any type of ECM, BPM and BCS needs through a single eForms applications. systems architecture that enables Establish the P8 enterprise ECM, Productivity, and platform as the foundation for Compliance CM, BPM, BCS, RM, EMM, IM and eForms applications.

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Agile ECM: Main campaign for IBM FileNet ECM

Agile ECM is the main theme for the ECM 4.5 release, previously called Sonata. IBM FileNet Content Manager is one of the main components of Agile ECM therefore the messaging for Agile ECM applies to IBM FileNet Content Manager:

Helping organizations achieve greater business agility, IBMs Enterprise Content Management portfolio provides flexibility in a services oriented environment to help empower business users, shorten time to value and respond faster to changing requirements. Agile ECM delivers solutions rapidly to solve increasingly complex business problems, helping organizations make better decisions faster.

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Competitive Landscape
IBM ECM is in a recognized leader position Main competitors are EMC/Documentum, Oracle, Microsoft/Sharepoint, Open Text We are competing on an ECM level, not just Content Manager, i.e. the combined offering of CM, BPM, RM, CFS, etc IBM has the most integrated and complete offering of the leading vendors

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Old Threats / Newer Threats

Old Threats: EMC/Documentum, Oracle and Open Text EMC: most integrated and competitive offering of the three Oracle: not a complete ECM offering, Stellent product not enterprise scale Open Text: too many disconnected point solutions, no integration among individual products Newer threat: Microsoft SharePoint adoption is wide spread. Challenges in enterprise scale environments lead IT to look for alternatives or complementary offerings from leading ECM vendors. SharePoint and Quickr connectors for FileNet CM counteracts Microsoft attack on enterprise market New Office integration offers alternative to SharePoint
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Release Timeframe
IBM FileNet Content Manager will be generally available (eGA) on

November 14, 2008

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Partner Solutions Handbook

An extensive list of 200+ partner solutions based on IBM ECM is available for download on W3. Solutions are sorted by Partner or by Industry

New 08 Version

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Product Pricing / Packaging

Licensing Model(s) Distribution Method(s) Localization Delivery / Implementation Packages

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IBM FileNet Content Manager Bundles 1/2

Increasing the Offering Value! CM now includes the following new bundled components: WebSphere Application Server 6.1 Base Limited use license is included in the FileNet Content Manager license. Restricted to Base Edition and can only be used in combination with FileNet Content Manager.
(WAS Base Edition does not offer high availability features like the Network Deploy Edition, so customers might have to upgrade to WAS ND in certain use cases)

DB2 Workgroup Server Edition 9.5 Limited use license for DB2 database is included in the FileNet Content Manager license. Restricted to Workgroup Server Edition and can only be installed on same server as FileNet Content Manager.

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IBM FileNet Content Manager Bundles 2/2

Content Federation Server (CFS)
CFS is now a feature of FileNet Content Manager 4.5: full license is included with every FileNet Content Manager 4.5 license
Including former CFS-IS, CFS-CS, CFS-IICE

IBM ECM repositories included in the license:

IBM FileNet Content Services IBM FileNet Image Services IBM FileNet Content Manager IBM Content Manager Version 8

Non IBM ECM repositories (e.g. Open Text, EMC, ) require separate purchase of connector

Watch separate PST for CFS details!

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Passport Advantage
FileNet Content Manager is available through Passport Advantage to IBM Sales and authorized IBM FileNet Partners (ValueNet). Partner World only partners will not be able to resell IBM FileNet Content Manager FileNet Content Manager is available in all global markets in standard localized languages License prices are based on three different Value Units
1. 2. 3. Authorized (AUVU)For selective licensing of users who are internal to the organization.Replaces Named, Concurrent and eBusiness user licensing. Employee (EUVU)For collectively licensing all users who are internal to the organization. Replaces ELA Employee licensing. External (XUVU)For licensing of users who are external to the organization. Replaces External User licensing and eBusiness User Licenses for certain products. Product Name
IBM FileNet Content Manager Authorized UVU IBM FileNet Content Manager Employee UVU IBM FileNet Content Manager External UVU

IBM List Price

$750.00 (Lic+M) $375.00 (Lic+M) $3.75(Lic+M)

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UVU details and example

Product PricingEach product has a fixed price per UVU. Customers license the appropriate number of UVU to provide access to a corresponding user population. Cumulative Volume DiscountingAs the user quantity increases, the number of UVU increase, albeit at a slower rate. Value Unit License Conversion Tables establish the required number of UVUs for a specified number of users. Volume discounting examples: 100 authorized users require 1,000 authorized users require 5,000 authorized users require 85 AUVU 600 AUVU 2,500 AUVU

Content Manager configuration example: Content Manager AUVU price = $X per AUVU 5,000 authorized users require 2,500 AUVU Total price = $X x 2,500 Link to PPA pricing details for FileNet CM

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Delivery and Implementation Services

The Lab Services Organization offers a host of services to support customers and partners while planning and implementing a FileNet Content Manager system. Services are available for: In-depth business needs analysis Building an ECM Center of Excellence Proof-of-concept prototype builds Project staff augmentation Enterprise initiative planning

For detailed services options and descriptions visit this website

http://www-01.ibm.com/software/data/content-management/services/lab.html

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Sales Tools
Scripted Demonstration
Product and Industry specific demos and VM Ware images are available in the ECM Demo Gallery on W3 Xtreme Leverage

MS Office 2007 Integration is covered in detail in FileNet Workplace XT PST recording

Collateral
An updated data sheet for CM 4.5 and supporting white paper on Agile ECM and BCS will be available on W3 Xtreme Leverage

Marketing Programs Agile ECM Business Content Services ECM Standardization

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Thank you and please also view: PAT for FileNet Content Manager PST for Workplace XT PST for Content Federation Services

2008 IBM Corporation