Product Sales Training Filenet Content Manager 4.5: René Schimmer Offering Manager

®
FileNet Content Manager 4.5

Product Sales Training
René Schimmer
Offering Manager
© 2008 IBM Corporation
IBM Software Group | Information Management software
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)
2
Agenda
 Product Overview
 Sales Execution
 Product Pricing / Packaging
 Sales Tools
3
Product Overview
 Market History / Product Positioning

 Product Features
 Functions / Benefit Overview
 Product Dependencies (3rd party / platform)
4
ECM Market
Transactional content
 The ECM market materialized over the period of a few “Processes consume content”
years through integration and consolidation of
existing technologies and applications
Archival
 Estimated size of the CM market of $9.2 billion Imaging Document

in 2008 with an annual growth rate of E-forms output
management
11.5% through 2011
RM BPM COLD/ERM
 ECM will extend down market through Business Content

“Arms information Campaign management
increasing BCS functionality becoming E-discovery
part of ECM suites...
workers” E-discovery
DM CM WCM
Personalization
Portal
Team DAM
collaboration
 ... 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
5
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 IBM
IBMhas
hasan
anextensive
extensive
Microsoft SharePoint partner
partner service channel[...]
service channel [...]
Ad-hoc Collaboration delivering more than 150
delivering more than 150
CEVAs.
CEVAs.[...]
[...]
Gartner, 11/07
Gartner, 11/07
Authoring
Microsoft Office
DeskTop Work Group Department/LOB Enterprise

(Single Server (Centrally Provisioned
& Single Site) Multi-Site)
6
Market Development
Enterprise Application Integration (e.g. SAP, Siebel)

ECM
Content Enabled Vertical Applications
Document Management
(Structured Collaboration)
ECM Standardization
Ad-hoc Collaboration
Authoring
DeskTop Work Group Department/LOB Enterprise

(Single Server (Centrally Provisioned
& Single Site) Multi-Site)
7
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.
8
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
– API’s to access content
– Metadata management
– …
9
Feature / Benefit 1
Feature Benefit
ECM for everybody = BCS 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.
Support for Technical DITA (Darwin Information Typing Architecture) is the
Documentation standard format for complex documents that are
Management 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.
Unified, open, scalable Improves business agility and flexibility in the area of
ECM and BPM platform. Productivity, Standardization and Compliance, through a
single, open and standards-based enterprise architecture.
10
Feature / Benefit 2
Feature Benefit
Content Federation Easy access to mission critical content in IS, CS, CM8,
Services and enterprise CMOD and 3rd party repository through a single enterprise
repository services. 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 Support of Service Oriented Architectures and the System
and .NET application Development standard of choice.
development
Scalability to support the Support for tens of thousands of users simultaneously
needs of the entire accessing repositories containing billions of objects across
organization geographies with fast response times
11
OS, Application Servers, databases …
 Supported Operating Systems  Supported databases

– Windows – IBM DB2, DB2/z
– AIX – Oracle
– Solaris – Microsoft SQL Server
– HP-UX
– Linux
– zLinux
 Supported directory services
– IBM Directory
 Supported Application Servers – Sun One Directory
– IBM Websphere – Active Directory + Multi-Forest
– BEA WebLogic – Novell eDirectory
– JBoss
For up-to-date and detailed list check HW/SW guide
12
Sales Execution
 Business Use Cases / Case Studies

 Value Proposition
 Customer Targets / Buying Signs
 Competition
 Release Timeframe / Expectations
 Partners / Solutions
13
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)
14
Government Insurance Financial

 Case Management  Underwriting  Account Origination
 Retiring Workforce  Claims Processing  Mortgage Loan
 eGovernance (Regulatory  Policyholder Service Processing
Compliance for  On-boarding / Enrollment  Consumer Lending
Government)  Regulatory Compliance &  Commercial Lending
 License Issuance Market Conduct  Electronic Legal Discovery
(Transportation Real ID
Act)
 Fraud Monitoring
Manufacturing Cross-Industry
 Knowledge Retention  Records Management
(Aging Workforce)  Customer Service
 Staff Productivity  Network Management
 Asset & Plant Lifecycle  Regulatory / Legal
Management Compliance
 Regulatory Compliance  Accounts Payable
(Pipeline Safety Act of
2004 / OSHA 1910.119)
 Rate Case Management
15
Healthcare Telecom Energy & Utilities

 Case Mgmt. • Customer Service • Asset/Plant Lifecycle Mgmt.
• Customer Service • Customer Billing • Compliance
• Compliance • Accts Payable • Rate Case
• New Acct / • Compliance • Aging Workforce
• Customer On-Boarding… • HR On-boarding • Contracts Mgmt.
• Contracts Mgmt… • Accts Payable…
Transportation Retail
• Bills of Lading/Manifests • Accts Payable

• Customer Service • Customer Service
• Contracts Mgmt • Compliance
• Accts Payable • HR On-boarding
• Claims/Legal Case Mgmt... • Contracts Mgmt.
• Litigation Mgmt….
16
Use Case example: Technical Documentation

Business Challenges
 Time & resource constraints
impact completion & launch
 Monolithic document structure
XML
Chunks hinders collaborative process
to speed creation while
adhering to corporate &
compliance standards
 High translation costs
 Too hard to perform quality
Product
checks on existing content
Images
 Unable to efficiently create &
deliver in multiple formats,
across many channels
17
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
18
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.
19
Customer Target: Line of Business/Operations Manager
Value Proposition Proof Point

Existing IBM Extend your existing IS, CS or
Serve any type of ECM, BPM and
FileNet Customer P8 system to accelerate the
BCS needs through the extension
implementation of new
of your existing system with a
applications and the re-
single systems architecture that
implementation of existing
delivers comprehensive ECM,
applications with P8’s content-
Business Productivity, and
centric BPM and compliance.
Compliance capabilities that
New Customer Accelerate the implementation increase employee productivity
of new applications and the re- and efficiency, delivers
implementation of existing competitive advantage and
applications with P8’s content- customer service
centric BPM, compliance and
BCS capabilities.
20
Customer Target: Compliance Manager, Legal

Existing IBM Extend your existing P8
FileNet Customer enterprise platform as the
foundation for Federated
Records Management and Manage compliance across ECM
Email Management to achieve BPM, BCS and email applications
compliance. through a single systems
architecture that enables ECM,
New Customer Establish the P8 enterprise Productivity, and achieving
platform as the foundation for Compliance
Federated Records
Management and Email
Management.
21
Customer Target: IT

Existing IBM Extend your existing ECM
FileNet Customer platform beyond CM, to include
BPM, BCS, RM, EMM, IM and Serve any type of ECM, BPM and
eForms applications. BCS needs through a single
systems architecture that enables
New Customer Establish the P8 enterprise ECM, Productivity, and
platform as the foundation for Compliance
CM, BPM, BCS, RM, EMM, IM
and eForms applications.
22
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, IBM’s 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.”
23
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
24
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
25
Release Timeframe
 IBM FileNet Content Manager will be generally available (eGA) on
November 14, 2008
26
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
27
Product Pricing / Packaging
 Licensing Model(s)
 Distribution Method(s)
 Localization
 Delivery / Implementation Packages
28
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.
29
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!
30
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
§ 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 List Price

IBM FileNet Content Manager Authorized UVU $750.00 (Lic+M)
IBM FileNet Content Manager Employee UVU $375.00 (Lic+M)
IBM FileNet Content Manager External UVU $3.75(Lic+M)
31
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 85 AUVU
1,000 authorized users require 600 AUVU
5,000 authorized users require 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
32
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
33
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
34
®
Thank you and please also view:
PAT for FileNet Content Manager

PST for Workplace XT
PST for Content Federation Services
© 2008 IBM Corporation

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FileNet Content Manager 4.5

 Market History / Product Positioning

 Estimated size of the CM market of $9.2 billion Imaging Document

 ECM will extend down market through Business Content

At the core of ECM is the Content Repository:

ECM Usage Model

Enterprise Application Integration (e.g. SAP, Siebel)

DeskTop Work Group Department/LOB Enterprise

Enterprise Application Integration (e.g. SAP, Siebel)

Content Enabled Vertical Applications

DeskTop Work Group Department/LOB Enterprise

FOR Global 5000 customers

Highlights for FileNet Content Manager 4.5

OS, Application Servers, databases …

 Supported Operating Systems  Supported databases

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

 Business Use Cases / Case Studies

Business Use Cases / Case Studies

 Details on traditional use cases in industries like

 Highlighting Technical Documentation use case

Government Insurance Financial

Healthcare Telecom Energy & Utilities

• Bills of Lading/Manifests • Accts Payable

Use Case example: Technical Documentation

The Solution: IBM Document Publishing with FileNet Content Manager

Structure and Reuse Content

Benefits of XML and Reuse

General Value Proposition

IBM FileNet Content Manager 4.5 delivers highly scalable, high

Customer Target: Line of Business/Operations Manager

Value Proposition Proof Point

Customer Target: Compliance Manager, Legal

Value Proposition Proof Point

Value Proposition Proof Point

Agile ECM: Main campaign for IBM FileNet ECM

“Helping organizations achieve greater

 IBM ECM is in a recognized

Old Threats / Newer Threats

 Old Threats: EMC/Documentum, Oracle and Open Text

 Newer threat: Microsoft

 IBM FileNet Content Manager will be generally available (eGA) on

November 14, 2008

Partner Solutions Handbook

 An extensive list of 200+ partner

Product Pricing / Packaging

IBM FileNet Content Manager Bundles 1/2

Increasing the Offering Value!

 DB2 Workgroup Server Edition 9.5

IBM FileNet Content Manager Bundles 2/2

Content Federation Server (CFS)

 Including former CFS-IS, CFS-CS, CFS-IICE

 IBM ECM repositories included in the license:

Watch separate PST for CFS details!

 FileNet Content Manager is available through Passport Advantage to IBM

Product Name IBM List Price

UVU details and example

Delivery and Implementation Services

The Lab Services Organization offers a host of services to support

For detailed services options and descriptions visit this website

Thank you and please also view:

PAT for FileNet Content Manager

© 2008 IBM Corporation