WIXLIB

Software as a Service21 October 2011 2011 IBM Corporation

Today’s agenda Session Focus– What is SaaS– Role / Importance of Discovery B2B Services Strategy SaaS Challenges Discovery Discussion / Resources Contact Personnel for More Information2 2011 IBM Corporation

B2B Services Strategy 2011 IBM Corporation

IBM B2B Services StrategyAchieving the Outcomes of A Smarter Supply ChainClients, regardless of industry or business, are focusing on four core capabilities tocreate a smarter supply chain*: Integration – Smarter supply chains have service based connectivity and integrationthat creates adaptability and flexibility in configuring and managing a global supplychain infrastructure Community – Smarter supply chains have networks of partners that enable companiesto achieve the global business diversity and collboration necessary to meet globalmarket demands Process Management – Smarter supply chains leverage consistent sets of enabledprocesses to manage the dynamics of planning through payment processes Visibility and Analytics – Smarter supply chains leverage demand-based sensing andadvanced business rules to create intelligence that allows companies to be highlyresponsive to supply chain needs and to enable proactive decision making*AMR. Suipply Chain Top 25: Connecting Supply Chain and Financial Performance. September, 2009 2011 IBM Corporation

IBM B2B Services StrategyB2B Capabilities – Current StateCapabilitities Aligned to Client NeedsB2B ServicesOfferingCatagoriesGlobal ConnectivityServicesIntegration ServicesCommunity ServicesProcess SolutionsIntegrationProcess ManagementVisibility and Analytics Partner Comm Setup Standard Support Partner On-Boarding Process Testing Customs Gateways File Parsing Carbon Copy Self Service & Alerts Doc Track Report Visibility Managed Integration Svcs Protocol Services Premium SLAs Implementation Services Translation Services Data Archive Mobility Integration Visbility Services Premium Client Support Partner On-Boarding Process Testing Supplier Portal Community Expansion Community Manager TP Lookup Supplier Portal e-Invoicng Global Data Sync Supply ChainVisibilty Mailbox / Setup Standard Connectivity Partner Comm Setup Interconnects Business ContinuityWeb FormsEDI / FAXFAX / EDISMTP Webforms on DemandCommunityB2B Services Capabilities Today Emphasize the Most MatureOfferings of Global Connectivity Services and Integration Services5 2011 IBM Corporation

Cloud Solutions – Partial ListIBM Cloud OfferingSterling B2BCollaborationNetworkDescription of the offeringSterling B2B Collaboration Network is a hosted service providing secureconnectivity and collaboration with customers and business partners.Sterling Webforms IBM Sterling Web Forms is a safe, economical way to exchangedocuments over the Internet. It gives your trading community, bothsuppliers and customers, access to intuitive electronic business forms,which they can fill out and return to you in minutes. All translation occursbehind the scenes, for seamless integration with your business systems.Sterling B2BSterling B2B Integrator Services utilizes the B2B Integrator in a managedIntegration Services service environment to make it faster and easier to build, deploy andmanage integrated B2B processes across diverse business partnercommunities.Sterling DataGlobal Data Synchronization Services allows clients to cleanse, conform,Synchronizationand synchronize their data between their enterprise and the US GS1 DataManager (US Only) Pool for retailSterling E- Invoicing E- Invoicing is a service that provides digital signature and archive ofelectronically sent invoices in the EU6 2011 IBM Corporation

Cloud Solutions – Partial ListIBM Cloud OfferingDescription of the offeringSterling Community Community Development Services is a services practice of the SterlingDevelopmentCollaboration Network and the GIODE/Managed Services offerings thatServicesenable clients to outsource their community development (trading partnernotification, coordination of on-boarding, test, and verification) to build aclient’s B2B trading partner communitySterling SupplyIBM Sterling Supply Chain Visibility optimizes your inbound supply andChain Visibility (not outbound fulfillment processes by providing complete end-to-end visibility offully available inorders, shipments and inventory across your global trading partnerEMEA)networks.Sterling SupplierIBM Sterling Supplier Portal allows you to create and exchange businessPortal (not fullydocuments electronically over the Internet with your non-EDI enabledavailable in EMEA) suppliers, extending business-to-business (B2B) capabilities to yourbusiness partners.SterlingIBM Sterling Transportation Management System (Sterling TMS) enablesTransportationyou to optimize and transform your supply chain network by planning andManagement (US executing your inbound and outbound transportation processes.only)Sterling FileIBM Sterling bulk peer to peer file transfer in the cloudTransfer Service7 2011 IBM Corporation

SaaS Product NamesOLD NAMEIBM APPROVED NAMEIBM Approved NameThis name MUST be used the first time wereferenece a product or solution nameThe short should be used AFTER youhave used the Long Legal name for thefirst timeSterling Commerce ManagedServicesOrSterling B2B Managed ServicesIBM Sterling B2B IntegrationServicesSterling B2B IntegrationServicesSterling B2B IntegratorIBM Sterling B2B IntegrationServices BasicSterling B2B IntegrationServices BasicSterling B2B ManagerIBM Sterling B2B IntegrationServices PlusSterling B2B IntegrationServices PlusSterling B2B CommunityManager8We have consolidate from 3 B2B Managed Services Package to 2and this capability is now provided as an optional extra in IBM Sterling B2B Integration Services PlusN/ASterling Collaboration NetworkIBM Sterling B2B CollaborationNetworkSterling B2B CollaborationNetworkWebForms on demandIBM Sterling Supplier PortalSterling Supplier PortalSterling Supply Chain VisibilityIBM Sterling Supply ChainVisibilitySterling Supply Chain Visibility 2011 IBM Corporation

B2B Services Execution StrategyGeographic Restrictions for SaaS Offerings - October 2011 ReleaseB2B Services9Supply ChainVisibility (SCV)VendorComplianceWeb FormsSupplier PortalCollaborationNetworkUS/CANUS/CANNo Restrictions(except for China)US/CANNo Restrictions(except for China)Managed ServicesEinvoicing (chargeable(chargeable component)component)US/CAN/SW/NEUS/CAN/SW/NEOrder ManagementServiceCPQ serviceData SynchCPQ on CloudTMSUS/CANUS/CANUS/CANUS/CANUS/CAN 2011 IBM Corporation

Geographic Restrictions for SaaS Offerings - October 2011B2B Services10Web FormsCollaborationNetworkManaged Services(chargeablecomponent)Einvoicing (chargeablecomponent)No Restrictions(except forChina)No Restrictions(except for China)US/CAN/SW/NEUS/CAN/SW/NE 2011 IBM Corporation

B2B Services Roadmap 2011 IBM Corporation

Priorities Provide a continuum of services for all clients– No longer Network– No longer Managed Services Globalize the offering– Standardize delivery globally– Provide local standards and protocols– Provide support to non-English speaking countries Provide Market Leading Business Continuity Capabilities– Disaster Recovery RPO RTO– Maintenance Windows– Uptimes Enter Vertical Markets12 2011 IBM Corporation

Projects Currently Funded Global Market Expansion– Approved by IPMT – April 2011– Up front investment of 5.4 Million in development (35 Developers for 2 years)– Ongoing investment of 6 people for L3 support– Introduction of support labs into 4 additional non-Euro/North American countries Business Continuity Project– Approved by IPMT – June 2011– 5.3 million initial capital– Additional yearly expense of 2.4 million– Provides Duplicate data center in US Two data centers in EMEA Full DR recovery from 32 hours to 2 hours RTO from 12 hours to 30 minutes Downtime by notification only (no weekly requirement)13 2011 IBM Corporation

Competitive AnalysisWhen these projects are complete, we will have a competitive advantage inevery market that we currently serve and we will start the vertical jectIBMSterlingPostBusinessBC idgesNorth America rengthStrengthGoodGoodStrengthWeakStrengthEMEA l America thStrengthWeakGoodWeakWeakWeakAsia thGoodWeakWeakWeakStrengthWeakRegional Protocol andStandards Capabilities(Not NA, Western kRegional Support and ServicesDelivery (Non-NA, frastructure Readiness RegionalWeakWeakGoodGoodWeakGoodWeakWeakWeakNon Sterling Target VerticalSpecific dWeakInfrastructure Readiness – DR 2011 IBM Corporation

SaaS ChallengesMove B2B file transfersto the cloud 2011 IBM Corporation

SaaS Challenges Expanded Portfolio Changing Portfolio – (names changing, PID’s changing, etc ) Expanded Geo Reach – move well beyond Sterling’s 6 country strategy. Guided Selling Tool SQO/PA/DSW now primary path for SaaS– Does not remove need for SOW, just limits what and how much goes throughservices– SaaS still will have significant labor based element to the bid irrespective offulfillment pathThus sizing correctly is critical for gross profit margin impacts16 2011 IBM Corporation

SaaS SOW – when is it required? SaaS as of Oct 18th should in only rare instances require a Statement of Work (SOW). Virtually all subscription offerings are in Passport Advantage The bulk of the “Set-up” (aka Transition or Implementation) components that used to be inSOWs are now in Passport advantage with part #’s. The only time a SOW is required is if you are selling:– eInvoicing (Archive Service, Signature Service, Validation Service) You will need a SOW for the implementation, provisioning and onboarding– SWIFT Service Bureau You will need a SOW. This offering is EXTREMELY RARE. Talk to productmanagement 1st– Fax-to-EDI You will need a SOW. This offering is rare. Talk to product management 1st.– Webforms You may need a SOW for the implementation, provisioning and onboarding– WebServices (Process Enrichment Service, Advanced Integration Service) You will need a SOW for the set-up of this service17 2011 IBM Corporation

Discovery DiscussionMove B2B file transfersto the cloud 2011 IBM Corporation

Discovery Documents / Resources The Discovery Document is located at:http://w3.tap.ibm.com/medialibrary/media view?id 133843#descriptionTab The Sales Media Library is located at:http://w3.tap.ibm.com/medialibrary/media view?id 13303319 2011 IBM Corporation

SaaS Media Library20 2011 IBM Corporation

Other Resources SOWs must follow the SWG Services Process using either biTools or DealWorkFlow (DWF – only used inSW IOT) Since SaaS Sellers are not familiar with the above process and workflows, a set of simple process stepsand helping organizations have been put in place to assist in processing these SOWs in the rareinstances they are required.––––21The SaaS SOW Process wiki is there to help all participants with their parts.The Opportunity to Order (O2O) portion of the process is the sellers focus.The Process Steps details exactly what, when and with whom to do each step.The Participating Organizations identifies the contacts to reach out to per the steps. Depending on your IMT/Country, you will be helped by personnel from 1, 2 or all 3 of the organizations: WWSaaS Solution Management, Sales Transaction Hub, and SWG Svcs Operations. NOTE: In the most rare situations (exec approval required) where there exists a legacy Managed Services clientthat demands continued use of a SOW format versus going PA path, the STH will no longer be involved due toSOW complexity. In this case Solution Management & SWG Svcs Ops will solely assist. 2011 IBM Corporation

SaaS SOW Processing Wiki22 2011 IBM Corporation

Opportunity to Order23 2011 IBM Corporation