Put your mobile business in motion

© 2012 IBM Corporation1
Put your business in motion
Twitter: @IBMMobileUK
Benjamin Lowe – Service Management Channel Lead UK&I (IBM Software Group)

Five trends with significant implications for the enterprise
Mobile is about transacting
1
96% year to year increase in mobile cyber Monday sales between 2012 and 2011
Mobile enables the Internet of Things
91% of mobile users keep their device within arm’s reach 100% of the time
2
4
3
Mobile is primary
5
90% of users use multiple screens as channels come together to create integrated
experiences
Mobile must create a continuous brand experience
Global Machine-to-machine connections will increase from 2 billion in 2011 to 18
billion at the end of 2022
Insights from mobile data provide new opportunities
75% of mobile shoppers take action after receiving a location based messages
2
1. Source: “China Mobile 50k survey”; Morgan Stanley Research
2. JiWire Mobile Audience Insights Report Q42011
3.IBM Coremetrics Retail Data – as published in 24/11/12 IBM Press Release
4. IBM Global Technology Outlook 2013, Google
5. GSMA, Machina Research

IBM has been building mobile enterprise capabilities
200+ IBM Software apps
available in App Stores;
~ 1M downloads
Cited as a leader in app design
and managed services by
Forrester and Gartner
10 acquisitions to strengthen
our position since 2006
125+ patents for wireless in
2012, bringing total to 270
Doubling 2013
investment

The IBM MobileFirst offering portfolio
AnalyticsSecurityManagement
IBM and Partner Applications
Application Platform and Data Services
Banking Insurance Transport Telecom Government
Industry Solutions
HealthcareRetail Automotive
Application & Data Platform
Strategy&DesignServices
Development&IntegrationServices
Cloud & Managed Services
Devices Network Servers

IBM MobileFirst Platform
IBM Worklight
IBM Rational Test Workbench
IBM Mobile Application Platform Management
• Automated testing for high quality mobile
apps (planned beta in 1Q)
• Streamlined deployment for private
clouds on PureApplication System
• Single sign-on across multiple apps on a
device
• Latest versions of all major mobile OS’s
(iOS, Android, Windows, and BlackBerry)
For clients that need to:
 Quickly develop and deploy high quality
mobile apps across multiple platforms
 Seamlessly connect rich mobile
applications to enterprise data and
services
IBM MobileFirst Platform offers:
 Native, web, or hybrid app development
 Tools to build & test high quality apps for many
devices
 Management, security, continuous delivery &
distribution of apps
 Easy connectivity to existing data & services
for mobile usage
 On-premises or managed service delivery
Available Today!

IBM MobileFirst Management
*Planned availability in 1Q 2013
For Clients That Need To:
 Implement BYOD with confidence
 Manage secure sensitive data, regardless
of the device
 Handle multi-platform complexities
with ease
IBM MobileFirst Management Offers:
 Unified management across devices
 Option to wipe corporate data
 Configuration & enforcement of password
policies, encryption, VPN access & camera use
 Streamlined workflow between
development & operations with an
integrated Enterprise App Store
 On-premises or managed service delivery
IBM Endpoint Manager for Mobile Devices
IBM Enterprise Services Managed Mobility
IBM Mobile and Wireless Network Management
Available Today!
• Latest versions of all major mobile OS’s
(iOS, Android, Windows, and BlackBerry)
• Defense-grade encryption
thru FIPS 140-2 compliance*
• Automatically grant or deny email access
based on device compliance
• Ease admin by setting and reporting
IBM Notes Traveler security policies

IBM MobileFirst Security
 Protect devices and data
 Defend the network
 Ensure secure access
 Safeguard mobile apps
 Preserve user experience without
compromising security
IBM MobileFirst Security Offers:
 Context aware risk-based access control
 Mobile threat protection
 Strong session management & Single Sign-on
 Vulnerability analysis for mobile apps
 Visibility and analysis of security events from
the device, network, user and app behavior
IBM Security Access Manager for Mobile and Cloud
IBM AppScan
*Planned availability in 1Q 2013
Available Today!
• State-of-the-art high-quality vulnerability
analysis for mobile apps
• Native support extended for iOS
to accelerate enterprise usage*
• Enhanced support for JavaScript analysis
in hybrid mobile apps*
• Out-of-the-box support for IBM Worklight
built apps to incorporate context aware
risk-based access

IBM MobileFirst Analytics
 Optimize digital & mobile experiences
to drive online conversion
 Analyze mobile behaviors and quantify
business impact of user struggles
 Improve customer service resolution
and drive loyalty
IBM MobileFirst Analytics Offers:
 Automatic detection of customer issues
through user and mobile device data
 User behavior drill down with high fidelity
replay & reporting of the user experience
 Correlated customer behavior with network
and application data
 High conversion and retention rates with
quantifiable business impact analysis
Tealeaf CX Mobile
Available Today!
• Capture and high-fidelity replay of
mobile gestures* for mobile web
sessions on iOS and Android-based
devices
• Add-on Heatmap, Link Analytics, Form
Analytics, and Attention Maps for
better understanding of users’ intent
through highly visual analytics**

IBM was positioned as a leader in the Forrester WaveTM
:
Enterprise Mobility Services, Q1 2013
IBM received the highest score possible in “Current Offering”
Source: Forrester Research Inc. “Forrester WaveTM
”: Enterprise Mobility Services, Q1 2013”.
Full report can be accessed at http://www.ibm.com
The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation of
Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the
Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.

© 2012 IBM Corporation
IBM Endpoint Manager – Unified Device Management
The first step to your BYOD journey

61%of CIOs put
mobile as priority
increased productivity
with mobile apps45%
10 Billiondevices
by 2020
BYOD and Mobile is a mandatory transformation

IBM Endpoint Manager, Built on BigFix Technology:
The Power of One

Security in a constantly changing distributed cloud world
Find all assets on your
network – NOW
Deploy a software
application worldwide
in days.
Patch hundreds of
thousands of physical and
virtual workstations,
laptops and servers in
minutes.
Continuously enforce
security configuration
baselines, even on
mobile and off-network
devices to protect your
cloud.
Patch anywhere,
anytime over any
network.

Single Server & Console
• Highly secure, highly scalable
• Aggregates data, analyzes & reports
• Pushes out pre-defined/custom policies
Cloud-based Content Delivery
• Highly extensible
• Automatic, on-demand functionality
Single Intelligent Agent
• Performs multiple functions
• Continuous self-assessment & policy enforcement
• Minimal system impact (< 2% CPU)
Lightweight, Robust Infrastructure
• Use existing systems as Relays
• Built-in redundancy
• Support/secure roaming endpoints
IBM Endpoint Manager : Secret Sauce….

Patch as quickly as you can provision…
Our Closed Loop Speed is Our Advantage
Report Publish
Evaluate
Traditional Solutions IBM Endpoint Manager
Enforce Evaluate
PublishReport
Challenge Traditional client/server tools IBM Endpoint Manager Platform
Complete the policy enforcement
loop
Everything is controlled by the
server, which is slow
Distributed computing with
intelligent, universal agent
Increase the accuracy and speed
of your knowledge
It can take days to accurately close
the enforcement loop
Policy enforcement is accomplished
and proven in minutes instead of
days
Scalability cannot be attained
without large infrastructure
investments
Administrators are still managing
tools instead of being productive
Distributed processing means
scalability is unlimited
Adjust system policies depending
on environment, location
Scan-based assessment, leading to
stale data false sense of awareness
Real-time situational awareness
Decide
Evaluate
Enforce
Decide
15
IBM
Endpoint
Manager

This means you can…
 Push 96 Microsoft patches to 10,000 endpoints
within 24 hours
 Achieve 98% first pass patch success rate in hours
 Reduce patch management FTE costs by 20 to one
 Distribute patches and software updates to
endpoints around the globe…within 15 minutes
 Deploy endpoint management to 500,000+
endpoints in six months, decreasing security issues
by 78% in one quarter
16
IBM
Endpoint
Manager

IBM Endpoint Manager and endpoint compliance
17
Compliance vs. baseline

IBM Endpoint Manager Value Across the Organization
IT Operations IT Security and
Compliance
Facilities
Unified Endpoint Management
IT Asset
Management
Mobile
Workforce
• Attain real-time
visibility and control
• Network discovery
• Managed endpoint
hardware inventory
• Managed endpoint
software inventory
• Software use analysis
to reclaim under-used
applications
• PC software license
compliance analysis
• Compress patch
cycles to minutes or
hours with 98-99%
first pass success
• Patch 90+ OS
versions and popular
3rd
party Windows
applications
• Software distribution
• OS deployment
• Remote control
• Server management
• Ensure continuous
compliance across all
endpoints, regardless of
location or network
connectivity
• Security configuration
baselines
• Vulnerability
assessment
• Network self-quarantine
• Personal firewall
• Multi-vendor anti-
malware management
• Endpoint protection
• Data loss prevention /
device control
• Reduce annual
electricity costs by
$20-$50 per PC/Mac
• Wake-on-LAN
• Current power usage
baselines and savings
models
• Enable password
policies and device
encryption
• Force encrypted
backup
• Disable iCloud sync
• Access to corporate
email, apps, VPN,
WiFi contingent on
policy compliance
• Selectively wipe
corporate data if
employee leaves
company
• Fully wipe if device is
lost or stolen
Microsoft Windows • Mac OSX • IBM AIX • HP-UX • Solaris • VMWare ESX Server
7 versions of Linux • iOS • Android • Symbian • Windows Mobile / Phone
1 console, 1 agent, 1 server: 250,000 endpoints, 90+ OS versions!
20th November

 Device inventory
 Security policy mgmt
 Application mgmt
 Device config (VPN/Email/Wifi)
 Encryption mgmt
 Roaming device support
 Integration with internal systems
 Scalable/Secure solution
 Easy-to-deploy
 Multiple OS support
 Consolidated infrastructure
 Device Wipe
 Data Wipe (full OR
partial)
 Location info
 Jailbreak/Root
detection
 Enterprise App store
 Self-service portal
 OS provisioning
 Patching
 Power Mgmt
 Anti-Virus Mgmt
Traditional Endpoint Management Mobile Device Management
IBM & Business Partner Confidential

20
Exposures Discovered – Customer Example
– 189 software programs installed
– 115 remained inactive in the analysis time period
– 20 were accessed less than 10 times.
– Desktop estate, Monday 17th
October, machines were,
– Inactive for a total of 14.93 hours
– Active for an average of 4.37 hours
– Switched off for only 4.65 hours
– 1.3% of endpoints, compliant with the critical Microsoft patches
– 188,736 OS vulnerabilities across these systems
– 143,489 high vulnerability classification by Microsoft
– <20% of all hard drive space is used on the average system
– No anti-virus on 25 machines
– 54 machines out of date virus definitions
– 7 machines have turned anti-virus off
– 12 running two types of AV
– >90% of machines need a critical Adobe patch
– >85% of machines require a critical Java patch
– >88% of machines need a critical Quicktime patch

21
Key Positioning Strategy: Tip of the Spear
 Rather than sell everything, sell to the principal pain. Are there patching issues
with a competitor? Compliance across roaming devices? Visibility of the latest
installed software?
 Stay focused on the most critical requirement/functionality. Don’t position the
whole product as whole if not required.
 Our sellers have been most successful when using three easy steps:
1. Propose a single product: Patch Management or Power Management a
strong intro
2. Get the platform installed in hours,
see value in days/weeks. Custom content creation.
3. Return for cross-sell opportunities when customer
sees the value of the product themselves!

22
Key Selling Strategy: Pitfalls to avoid
• Feature-by-feature comparisons
– Devalues the power of our platform
– Usually it’s the customer trying to get us
to do their homework…
– Doesn’t link to what the customer cares about
• The “religious IT master”
– The Microsoft-certified-emblazoned
business card
– Or…“I love appliances, why don’t
you have one?”
• Making absolute statements about the other
guys – quickly destroys your credibility

Identifying Competitive Opportunities
1. Prospect is unhappy with
existing solution
– Highly typical
– Push for POC / pilot to prove value and expand
2. Compelling events
– Zero-day scenarios
– Power management projects
– Compliance audit failures/SLA issues
3. Look for co-existence as well as displacement opportunities
– e.g. SCCM + BigFix
23

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• © IBM Corporation 2011. All Rights Reserved.
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in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are
subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing
contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and
conditions of the applicable license agreement governing the use of IBM software.
• References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or
capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to
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