Business Unit (SWG) – LE/MM

DataPower for SOA Maturity Code [ISA Code or Offering/Play ID # or Siebel Code] Tactic Code: XXXX Date: Jan 17th 2012

Overview

The DataPower for SOA Maturity play is targeted towards customers who have mature SOA environments that require additional scalability and an optimized infrastructure. The play provides assets for our Business Partners to use in prospecting for mid market customers, departments in large enterprises as well as global enterprises who need to be more agile and stay ahead of the competition Business Partners can provide solutions for customers by helping them scale and optimize their mature SOA environments. Mature SOA Environments Require scalability and an optimized infrastructure which provide security, interoperability, lower cost and improved control through centralized management.

Target Audience

Target Industries: Cross Industry Play Client Size: 100+ Employees

Existing WebSphere Application Server Customers Existing ESB Integration Customers (including WESB, Message Broker or Non-IBM ESB Customers)

Pain Points

Customers today are being faced with several challenges including • Inflexible “homegrown” applications that don’t

integrate • Reduced efficiency and increased redundancy

costs • Tougher Security and Compliance Regulations • Need to achieve interoperability between web

services, applications and legacy applications.

Benefits/Value Proposition

� Configuration Driven vs Customization helps

achieve integration upto 80% faster � Improve Performance by a factor of 10 � Achieve lower costs and higher security � Meet Regulatory and Compliance regulations � Interoperate Web Services and Applications with

Legacy Apps � Strong ROI within as few as 6 months

� Reduce TOC by 35-50% � Improved Control and Governance through

Centralized Management

Key Questions

1. Are you currently or do you plan to deploy XML, Web services or SOAP applications?

2. Are you currently exposing or planning to expose Web services outside your Firewall/Security Domain?

3. Do you have plans for Web services security enforcement?

4. Are you concerned with Web services management, access control or SOA governance?

5. How do you integrate your legacy applications with your Web services infrastructure?

6. Do you have a requirement for a scalable, easy-to-deploy Enterprise Service Bus (ESB)?

7. Would you like to increase your transactional capacity while reducing costs?

8. Do you need to accelerate and secure your XML and Web services deployments while extending your SOA infrastructure?

9. Do you use Web services to integrate with customers, business partners, or vendors?

10. Would you like to have a central point of access control and policy enforcement for all XML and/

Competition

Key Competitors

• Oracle/Aqualogic • Tibco EMS • Microsoft BizTalk • SOA Software • Web Methods/Software AG • Appliance Vendors (Intel, Layer

7,Cisco) • In-House Developed Solutions

Key Differentiations

Against the other appliances, the major points are (a) IBM name and backing, (b) Integration with rest of WebSphere, such as WSRR, Integrated Solutions console, ITCAM for SOA, etc. (c) range of offerings across the DP line as you mention (d) a real "black box" appliance with security built in from hardware on up - some other "appliance" vendors are really offering a

middleware server on top of Linux that they package and brand as an appliance, maybe because they include the hardware as part of the deal

Against the middleware ESB products (Oracle Service Bus, BizTalk, TIBCO, JBoss ESB, Mule ESB, etc.), the major points are (a) that whole black box appliance discussion, including all the savings on installation, ongoing security patches, as well as the safety of knowing that there is no local code execution, which keeps the platform more secure, (b) price performance. Another product may be able to beat it on raw performance (messages per second) by throwing a big enough server against it, but they would have to pay a huge SW license to do so. NOBODY can beat DataPower on price performance.

• Average Deal Size/Pricing

• XI50 – 5 Nos - $85,000 per unit

• XI50B – 5 Nos - $100,000 per unit

• XS40 – 2 Nos - $72,000 per unit

• Client References

Portland General Electric – Remote metering Bank of Bogota – SOA Transformation Horizon Health – HIPAA Compliance

• Seller Call-to-Action

• Help Your Customers Do the Math

WAS Customers

• Deploy Secured XML parsing and processing in the DMZ

• Offload XML Processing from WAS Applications

ESB Integration Customers

• External Integration Requirements with current ESB Implementation

• Improved Performance • Security and Authentication Integration • Message Broker and WTX Extension • MQ Extension and Improved Performance

Brand Offerings/Platform

WebSphere DataPower Appliance XS40 WebSphere DataPower Appliance XI50 WebSphere DataPower Appliance XI50B WebSphere DataPower Appliance XI52 WebSphere DataPower Appliance XI60 WebSphere DataPower Appliance XI62

Additional Information

For contact information, helpful websites, collateral, education and sales support, please see the sales kits listed below: WebSphere DataPower for SOA Maturity – Sales Play WebSphere DataPower SOA Appliances – Sales Kit WebSphere DataPower SOA Appliances – DeveloperWorks Articles

WebSphere DataPower SOA Appliances - DataSheets WebSphere DataPower SOA Appliances – IBM Redbooks

© Copyright IBM Corporation 2010

International Business Machines Corporation

Route 100 Somers, NY 10589

U.S.A.

Published in the United States of America February 2010

All Rights Reserved

IBM, the IBM logo and ibm.com are trademarks or registered

trademarks of International Business Machines Corporation in

the United States, other countries, or both. If these and other

IBM trademarked terms are marked on their first occurrence in

this information with a trademark symbol (® or ™), these

symbols indicate U.S. registered or common law trademarks

owned by IBM at the time this information was published.

Such trademarks may also be registered or common law

trademarks in other countries. A current list of IBM trademarks

is available on the web at “Copyright and trademark

information” at ibm.com/legal/copytrade.shtml Other product, company or service names may be trademarks or service marks of others.

References in this publication to IBM products or services do

not imply IBM intends to make them available in all countries.

XXXXXXXX-XXXX-XX internal +BP