IBM Midmarket Integrated Management System (MMIMS)

Delivers visibility into midmarket sales activity worldwide

Published on 05-Oct-2010

Validated on 16 Dec 2013

Customer:
IBM Corporation

Industry:
Computer Services

Deployment country:
United States

Solution:
Cloud Computing, Data Warehouse, Enabling Business Flexibility, Geographically Distributed Development , Information Infrastructure, Infrastructure Simplification, Learning and Training, Linux, Cloud & Service Management, Openness

Overview

IBM’s business model is built to support two principal goals: helping its clients succeed in delivering business value by becoming more efficient and competitive through the use of business insight and information technology solutions; and providing long-term value to its shareholders. IBM has nearly 400,000 employees worldwide and had 2009 revenue of US$95.8 billion.

Business need:
Sales management systems for IBM’s midmarket space had no business analytics that covered worldwide operations, so each unit was producing its own set of reports using different tools. The reporting tools could not be made to conform to the midmarket management structure, so reports couldn’t be run for all areas. Management needed a solution that reported on key metrics so they could manage business globally and grow market share.

Solution:
IBM created Blue Insight, a worldwide, centralized business intelligence (BI) service. Applied to the midmarket space, the solution combines the reliability and elasticity of System z with the power of Cognos 8 BI to give 800 users visibility into operations worldwide. Users can now quickly determine which groups are generating leads, where opportunities lie, how brands are performing, and who is reaching sales quotas.

Benefits:
Reduces support and infrastructure costs via private cloud deployment; provides reports with key metrics to managers so they can manage business globally to grow market share; Collects, analyzes and reports data on midmarket opportunities from more than 20 multiproduct, departmental BI deployments; Provides a line of sight to midmarket opportunities worldwide, enabling sales management to optimize resources and execute effectively

Case Study

The MMIMS application reduces the amount of time spent preparing for and participating in midmarket cadence meetings by 3.5 hours/week for Global Sales Operations.

IBM’s business model is built to support two principal goals: helping its clients succeed in delivering business value by becoming more efficient and competitive through the use of business insight and information technology solutions; and providing long-term value to its shareholders. IBM has nearly 400,000 employees worldwide and had 2009 revenue of US$95.8 billion.

The Need
Sales management systems for IBM’s midmarket space had no business analytics that covered worldwide operations, so each unit was producing its own set of reports using different tools. The reporting tools could not be made to conform to the midmarket management structure, so reports couldn’t be run for all areas. Management needed a solution that reported on key metrics so they could manage business globally and grow market share.

The Solution
IBM created Blue Insight, a worldwide, centralized business intelligence (BI) service. Applied to the midmarket space, the solution combines the reliability and elasticity of System z with the power of Cognos 8 BI to give 800 users visibility into operations worldwide. Users can now quickly determine which groups are generating leads, where opportunities lie, how brands are performing, and who is reaching sales quotas.

What Makes it Smarter

  • Reduces support and infrastructure costs via private cloud deployment; provides reports with key metrics to managers so they can manage business globally to grow market share
  • Collects, analyzes and reports data on midmarket opportunities from more than 20 multiproduct, departmental BI deployments
  • Provides a line of sight to midmarket opportunities worldwide, enabling sales management to optimize resources and execute effectively; system currently has 800 users worldwide and is connected to Small Deals Management System

For more information
Please contact your IBM sales representative or IBM Business Partner. Visit us at:
ibm.com/smarterplanet

Solution Components

  • IBM® WebSphere® Application Server
  • IBM WebSphere on Linux
  • Linux - Novell SUSE Linux
  • IBM System z®
  • IBM Global Business Services®
  • IBM Software Services: Cognos® Consulting and Training

Products and services used

IBM products and services that were used in this case study.

Hardware:
System z: Integrated Facility for Linux (IFL), System z: System z running Linux, System z: System z10 Enterprise Class (z10 EC)

Software:
Cognos 8 Business Intelligence, WebSphere Application Server

Service:
GBS BAO: Advanced Analytics and Optimization, GBS CRM: Business Intelligence, Software Services for WebSphere, Training: ECM

Legal Information

© Copyright IBM Corporation 2010 IBM Corporation 1 New Orchard Road Armonk, NY 10504 U.S.A. Produced in the United States September 2010 All Rights Reserved IBM, the IBM logo, ibm.com, Cognos, Global Business Services, System z and WebSphere are trademarks of International Business Machines Corporation, registered in many jurisdictions worldwide. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml Other company, product or service names may be trademarks or service marks of others. The information contained in this documentation is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this documentation, 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 documentation or any other documentation. Nothing contained in this documentation 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.