Software and Systems Engineering | Rational Subscription

28 Pages·2012·0.61 MB·English

by  Aravind Madhavan

Software and Systems Engineering | Rational
Subscription & Support Contacts (Brand & Geo)
Brand (Worldwide) or Name Email
IOT Leader
Worldwide Gary Evee [email protected]
North America Melanie Evans [email protected]
Europe Esther Valle [email protected]
GMU Michelle Lyness [email protected]
Business Analytics Michael Doris [email protected]
Industry Solutions Ann Marie Nimmer [email protected]
ECM Deborah Ayala Copeland [email protected]
WebSphere Commerce & Sterling Cheryl Weathers [email protected]
Commerce
Information Management Mark Sowers [email protected]
ICS (Lotus) Lisa Blalock [email protected]
Rational Brett McCarthy [email protected]
Tivoli Karl Thomason [email protected]
WebSphere Darin Thompson [email protected]
REMINDER - EOQ DEADLINES: Please work with your Distributor to find out EOQ cut offs dates and
1
times so that orders get processed on time. ©2011 IBM Corporation
Software and Systems Engineering | Rational
Rational Subscription and Support
Quarterly Enablement Call
Thursday March 15, 2012
Today’s Agenda:
+ Rational Sales Strategy - Rob Lamb, VP Rational WW Sales
+ Renewing ALM Solutions - Galina Mishiev, Rational WW Marketing
+ Tips to get Customers to Renew – Sue Ward, WW Business Development
©2011 IBM Corporation
Rob Lamb, Vice President, Rational Worldwide Sales
S&S 1Q2012 Enablement
IBM Rational 2012 Sales Strategy
©2012 IBM Corporation
Software and Systems Engineering | Rational
2012 Sales Strategy & Messaging
Strategy
1. Upsell the base… use the plays, selling the 1+1=3 value
S&S Renewals are Critical
2. Find deals from other brands in the territories
(WebSphere, Tivoli…)
3. Scaled Selling - through channels, SCLs, industry teams
Attend 2012 client account planning sessions
4. Drive Green Hat acquisition
Messaging
1. Decreased costs – manage outsourcing
2. Regulatory compliance – a key entry point linking
requirements to change for traceability
3. Surround play – getting value from open source
4 ©2011 IBM Corporation
Galina Mishiev, Rational WW Marketing
S&S 1Q2012 Enablement
Renewing Rational ALM solutions
©2012 IBM Corporation
The Five Imperatives of Application Lifecycle Management
Improve organizational productivity
1. Accelerate time to delivery with Real-time Planning
2. Improve quality with Lifecycle Traceability
3. Maximize product value with In-context Collaboration
4. Refine predictability with Development Intelligence
5. Reduce costs with Continuous Improvement
6 ©2012 IBM Corporation
Software and Systems Engineering | Rational
IBM Rational solution for Application Lifecycle Management
Improve productivity with an integrated ALM solution
• Optimize your team through IBM Rational Solution for Application
support of the 5 ALM Imperatives Lifecycle Management
• Real-time planning
Rational Rational
• Lifecycle traceability Rational
Requirements Quality
Team Concert
Composer Manager
• In-context collaboration
• Development Intelligence
• Continuous Improvement
Project Manager
• Get up and running quickly
Analyst Developer
• Extend as your needs evolve
• Support heterogeneous Quality
Architect
Professional
development across multiple
Deployment
platforms and technologies
Engineer
Learn more at: https://jazz.net/projects/clm/
©2011 IBM Corporation
Software and Systems Engineering | Rational
ALM is about connecting the disciplines
Project/Planning Requirements Development Testing
• Business • Use Cases • TDD • Scenario-
Drivers Driven
• Nonfunctional • Build
Automation
• Iterations Management
• Sign-off
• Exploratory
• Sign-off • Static Analysis
• Contract Test
• Contract • BVT
• Risk Assess • User
• Risk Assess • Source Involvement
• Threat Model
Management
• User • Contract
• Test
Involvement • Pair Validation
Requirements
Programming/
Code Review
Continuous Learning and Feedback
Source: Gartner Application Architecture, Development & Integration Summit Presentation, The Future and Present of AD, Thomas E. Murphy, December 2008
8 ©2011 IBM Corporation
Software and Systems Engineering | Rational
– Why customers purchase ALM -
Challenges
 Business need to innovate, and get to market faster than competition within
a reality of budget cuts, and increased scope.

 IT & systems must adapt to changing business needs at the velocity that
the market and customers demand.

 “Pockets of teams” are using open source solutions. Though open source
is “free” to start with, costs are often higher than expected with extensive
ma intenance, configuration and lack of support
 Lack of visibility: “We just can’t seem to get a holistic view of all the
activities we’re working on and who is working on them”

 Business solutions late to market by 6 months or more will cost
organizations 33% of their 5 year ROI.

 More than 40% of development budget can be consumed by poor
requirements

 Quality issues and last minute scramble due to missing features and
requirements due to inability to capture stakeholder needs

 Unproductive meetings, and an inability to successful adopt Agile practices

©2011 IBM Corporation
Software and Systems Engineering | Rational
-Making the call –
 Real-World common scenarios:
–I d ecided to move to open source because it is free
–I am only use one of the products I purchased
–Other Common objections
©2011 IBM Corporation