how to make money selling ibm analytics solutions · netezza, db2 warehouse, iias, hadoop, powerai...
TRANSCRIPT
How to Make Money Selling IBM Analytics Solutions
Aashu Virmani, EVP Sales and MarketingJuly 2018
© Copyright 2018 Fuzzy Logix. All rights reserved.This presentation is proprietary and confidential.
AgendaThe Analytics Landscape
■ Analytics Buzzwords
■ Many IBM Analytics Platforms – Confused?
■ Customers are Confused as Well
Selling Analytics
■ Introducing Fuzzy Logix
■ Joint Sales Process
■ How you Make Money
Call to Action: Identify an Opportunity
■ Who Should I Talk to?
■ Uncover Analytics Use Cases
■ Contact Fuzzy Logix
2Fuzzy Logix proprietary and confidential
3
Analytics Buzzwords
Many IBM Analytics Platforms – Confused?
Customers are Confused as Well
The Analytics Landscape1
Analytics Buzzwords
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Confusion Abounds: Now is the time to take
Thought Leadership
Many IBM Analytics Platforms – Confused?
Platform Description from IBM Website URL
Watson Watson is AI from IBM https://www.ibm.com/watson/about/index.html
IBM Integrated Analytics System (IIAS)
Do data science faster https://www.ibm.com/products/integrated-analytics-system
Hadoop IBM + Hortonworks drives advanced analytics https://www.ibm.com/analytics/hadoop
Db2 Warehouse in the Cloud An elastic cloud data warehouse built for high-performance analytics
https://www.ibm.com/cloud/db2-warehouse-on-cloud
Cognos One analytics solution for your entire organization. https://www.ibm.com/products/cognos-analytics
SPSS Deliver greater business results with predictive intelligence
https://www.ibm.com/analytics/spss-statistics-software
PowerAI …a comprehensive AI platform that's ready for business
https://www.ibm.com/us-en/marketplace/deep-learning-platform
GPUs for cloud servers Harness the processing power needed for high-performance computing, deep learning and AI
https://www.ibm.com/cloud/gpu
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Customers are Confused as Well
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Most of themjust want solutions
to their analytics needs
They need an AnalyticsPartner to guide themthrough the myriad of
options and help themmove forward
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Introducing Fuzzy Logix
Joint Sales Process
How you Make Money
Selling Analytics2
Fuzzy Logix Overview3 Levels of Value
From top to bottom:
3: Turnkey Solutions (3-4) have the complete end-to-end analytics process mapped, including DB, ETL, UI etc.
2: Solution Templates (~25 in all) represent a ‘problem-solution’ value prop to our customers
1:DB Lytix™ library leveraged as needed in the above• 10-100x faster performance,
• Support for most EDW, Hadoop, GPU platforms
Services, when required, allow us to help our customers in rapid value-realization
FUZZ
Y LO
GIX
SER
VIC
ES
Ready Use Cases
• POV
• POC
• Strategy Formulation
• Warehousing Services
• Data Integration Services
In-database Library
• Data Visualization Services
• Analytics Execution
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12
3
End
-to
-en
d S
olu
tio
ns
Fuzzy Logix Diversified Customer List
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Fuzzy Logix Results:Quantum performance jumps in real world deployments
DB Lytix™ Time
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3000 Stores x 5000 SKUsRETAIL:Supply Chain Optimization
Matlab 5 Days 46 Minutes
LEGACY TOOL LEGACY TIMEDATA VOLUME/PROBLEM SIZE
1.2 Million recordsPHARMA:Real World Evidence
R Not Possible 5 Minutes
INDUSTRY/USE CASE
35M members x 7 YearsHEALTHCARE:Care Gap Analysis
SQL Server 6 Weeks 1 Day
100 Million portfoliosFINANCIAL SERVICES:Portfolio Returns
Oracle 2-3 Days 1 Hour
25M Households x 5 YearsMEDIA:Customer Satisfaction
SAS 10 Hours 10 Minutes
5000 Equities, 200 IndicesFINANCIAL SERVICES:Index Review/Rebalancing
Excel/ SQL Server
4 Weeks < 1 Hour
Fuzzy Logix Use Cases & Performance on GPUs
Fuzzy Logix partners with NVIDIA and IBM to produce a unique solution with pre-built templates to solve high value use cases:
Value at Risk (VaR)
Stress Testing
Portfolio Valuation
Options and/or Equity Pricing
Anti-Money Laundering
Fuzzy Logix Partnership with IBM
Server
Storage
Database
Analytics
FL runs on multiple IBM platforms, including:Netezza, Db2 Warehouse, IIAS, Hadoop, PowerAI (with GPUs)
Strong relationship with IBM Product and engineeringYear long port of DB Lytix™ from Netezza to DashDB/Db2 Warehouse
Deep understanding of the IBM product suite/Integration APIs
FL-led Netezza Migration Service co-marketed w/ IBMBundled offerings being created with IBM
FL software/data model/services with IBM software/hardware
Registered IBM Business Partner and ResellerMultiple IBM technical and sales certifications
Joint Sales Process
Live Demo & Product Deep Dive
Step 1: Business Partner identifies an opportunity
Step 2: Business Partner contacts Fuzzy Logix to review opportunity
Step 3: If Business Partner and Fuzzy Logix agree to partner
• Agree on split of revenue
• Proceed with Analytics Workshop Process on next page
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Provide an overview of possible analytics solutions, describe the
process to be followed, and uncover high value analytics use
cases from customer
Onsite workshop to understand existing environment and
determine use case for POC
Realization of how a recommended analytics solution
can solve a targeted business challenge using customer data
Analytics Workshop Process
60-90 Minutes 0.5 Days 2-4 Weeks
Discovery Workshop & Project Scoping
Proof of Concept
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How you Make Money
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Sell IBM hardware and software
Sell your own services
Particularly ones that Fuzzy Logix does not provide (e.g. security, hardware installation)
Commission for selling Fuzzy Logix solutions, products and services
Who Should I Talk to?
Uncover Analytics Use Cases
Contact Fuzzy Logix
Call to Action: Identify an Opportunity3
Who Should I Talk to? – Target Job Titles
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Chief Analytics Officer
Chief Data Officer
Chief Information Officer
Chief Technology Officer
Chief Risk Officer
Chief Compliance Officer
Director of Data Science
Director of Data Analytics
Director of Data Mining
Director of Predictive Modelling
Director of Business Intelligence
and any other title containing one of the analytics buzzwords from the earlier slide…
Uncover Analytics Use Cases
Adverse DrugReaction
Prescribing Habits of Physicians
Real WorldEvidence
Rare Disease Prediction
Anti-Money Laundering
Market Index Management
Equity/Options Pricing
Name Matching
Receivables Valuation
Credit RiskAnalytics
Market Basket Analysis
Customer Segmentation
Next Likely Purchase
Product Cannibalization
Sales Forecasting
Supply Chain Optimization
Predictive Modeling of Chronic Illness
Managing Opioid Abuse
Physician Scoring
Care Gap Analysis
Cost of Care Optimization
Improve Offer Relevance
Customer Lifetime Value
Optimal Product Packaging
Subscriber Churn Reduction
Warranty Reserves
Yield Improvement
Optimize Product Assembly
Production Quality Control
Predictive Failure Modeling
Recommendation Engine
Customer Loyalty
Customer Targeting
Promotion Targeting
Web Log and Sequence Analysis
Failure Prediction
Clustering/ Anomaly Detection
Machine Log Analysis
Financial Services
Retail Insurance Life SciencesTelecom/
MediaManufacturing Marketing
Internet of Things
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Contact Fuzzy Logix
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Sales and Partnership Inquiries:
1. Email [email protected]
(supported by staff in 3 continents; same day response provided for any inquiries from business partners)
2. Call Jim ([email protected])
+1.732.371.4953
