IBM B2B Integration and Value Chain Optimization
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Transcript of IBM B2B Integration and Value Chain Optimization
IBM B2B Integration and Value Chain Optimization
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It is no longer all about b 2b and b2c it is not just about those differentiators the entire industry is moving towards this whether your end customer is business or a customer
The empowered consumer has put pressure on the enterprise and its entire value chain
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As enterprises are increasingly aware of the power every customer has to impact the brand, their need to create, monitor and recreate excellent customer experiences becomes paramount. Customers expect you to know them. You need to go that extra mile by doing the big, small and in between things that show you really care. And, when you put the customer at the middle, every part of your organization must focus on ensuring the customer experience is a great one. Every part of your organization must be pulling in this direction. Your customer facing functions in marketing, merchandising and sales along with partners and suppliers become critical collaborators in the execution of great customer experiences. Whether it’s the creation of an on-line offer or enabling the pick up of an order at a store the customer has never used…or the payment opportunity to split a purchase on 2 separate credit cards, all of these impact how your customer will experience your brand. Your ability to create an enterprise capable of personalization and prediction through to an efficient and flexible value chain can set you apart All of this, whatever it takes to provide your buyer with excellent and memorable experiences. IBM recognizes this need in both the B2C and B2B worlds and believes it is best to consider all this in the context of C2B, or customer to business, C2B business put the customer at the center of the business…. Simply put, advancing enterprises are delivering value at speed and scale while treating customers as individuals. Whether those customers are individual consumers or entire businesses or organizations, the buyer you are selling to is increasingly the focus of all you do. And, C2B isn’t the future. It’s what’s happening now. You must transform your business and your profession to deliver the best experience possible to win the hearts and minds of you customers – keep them loyal and coming back for more. How can we consider this from an organizational perspective?...
…fueled by analytics, IBM Commerce solutions put the customer at the center of your value chain
IBM Commerce enables the enterprise to serve the empowered customer…
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IBM Commerce enables the enterprise from Front Office to Back Office and serves the needs of multiple line of business buyers. For those front office leaders charged with delivering an exceptional customer experience we have offerings in marketing, eCommerce & merchandising, and customer analytics. And to deliver a coordinated and seamless experience we offer solutions in procurement, payments and B2B integration to enable an integrated, transparent and secure back office. We have developed a dedicated and integrated business unit to help our clients move with speed to meet their customer, partner, and supplier needs. And by integrating predictive and cognitive analytics with our industry focused capabilities, our clients are succeeding in being essential and with each success, IBM Commerce is becoming essential. Let’s turn and talk about the specific segments of our business that are aligned to help you with yours… Additional background for this slide: PARTNER AND SUPPLIER ENGAGEMENT: IBM Partner and Supplier Engagement solutions help you increase business value by engaging in innovative ways with your partners and suppliers on a global scale with speed and flexibility. IBM Partner and Supplier Engagement Solutions provide a set of proven capabilities that enables procurement, IT and supply chain leaders, and payment and transaction services teams to create and deliver collaborative, always on, secure gateways that provide a 360 degree view to monitor and govern operations, and proactively manage constant change with confidence and agility. Procurement that “gets” what your customers need C2B is customer-to-business. Customers are telling you what they need, when they need it and what they want to pay. Your ability to respond depends on your ability to quickly drive those requirements into an optimized procurement process. To achieve procurement excellence, you have to go beyond sourcing supplies and controlling costs. You have to proactively manage risks and develop strategic relationships with your suppliers. How you buy matters. A C2B business knows that being a smart customer is one of the best ways to make your own customers happy. B2B integration and collaboration that works C2B is customer-to-business. Customers want products and services, not excuses. They build relationships with organizations that consistently deliver on or exceed their expectations. When customer satisfaction depends on extended value chains, collaboration with your partners and suppliers is critical. With secure, automated solutions for business integration, you can create a seamless, optimized business community. An integrated business means that no matter how many partners it takes, it feels like a single C2B business to your customers. Payments that serve and protect your customers C2B is customer-to-business. Whether commercial or retail, payments are an intimate exchange of value, an act of trust. It’s a moment of openness and vulnerability. Buyers need to know that sellers are doing everything they can to respect that trust. Protect your business when sending or receiving payments with greater security, transparency, efficiency and compliance. Build trusted relationships and your customers will reward your C2B business. IBM Customer Engagement Solutions IBM Customer Engagement Solutions help you attract, delight and grow the loyalty of customers by enriching the ways you engage with each of them. IBM Customer Engagement Solutions are a set of integrated tools that empower marketing, ecommerce and customer analytics teams to identify the customers and moments that matter most, and to rapidly apply those insights to develop and deliver personally rewarding brand experiences. Marketing that makes your customers ask for more C2B is customer-to-business. The customer is always right, and they are right to expect more. Rising expectations include the desire to be understood and valued right now. Engaging customers today is less about selling a product or service and increasingly about cultivating meaningful relationships. IBM can help you do just that, easily designing and executing cross-channel experiences that make your customers ask for more. Tailor interactions by individual, across channels, devices and time, to build loyalty and grow your C2B business. Behind every eCommerce sale is a person & Merchandising that matters to individuals C2B is customer-to-business. Whether you are selling to consumers or businesses, your customers are telling you how they want to buy. Respond with VIP treatment and deliver personalized commerce experiences across every channel. Let customers drive your merchandising decisions through insights from every interaction at every location on every device. Empower them to configure and buy in ways that reflect their individual needs. Show your customers how much they matter, that they are more than transactions. They are people, and they are at the heart of your C2B business. Customer analytics means being a good listener C2B is customer-to-business. A C2B business listens to what the customer is saying—especially what customer data is saying. Hidden in data, your customers are telling you how they feel, what they are doing and why they purchase. They are telling you how to serve them better. With an array of analytics from behavioral and digital to predictive and cognitive, IBM can help you transform it all into actionable insights. If you are ready to listen, your customers are ready to help you build a better C2B business.
Value chains make or break an enterpriseCustomers expect a consistent and superior experience, not excuses
Global is the new local and downtime is unacceptable
Your value chain reflects directly on you as accountability has never been greater
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We’ve all seen it – eCommerce is changing the way the world does business. The marketplace has changed dramatically, and there’s no going back. You can embrace this change, or lose to the competition. At IBM we’ve seen 3 key way that this change has manifested: First, we are experiencing a cCustomer expectations revolution. Customers are in an unprecedented position to demand a great experience. We’ve all seen this as eCommerce providers, and we’ve all made these demands as consumers. Customers know what a good customer experience CAN be, and .if they don’t receive it, they walk. Customers will no longer accept a frustrating experience – it’s too easy to find a myriad of easily accessible alternatives. Second, at IBM we see that Actionable insight plus Speed wins. Everyone talks about Big Data, but it’s not about the data. It’s about what that data teaches us, and what we can actually do about it. If you have those data lessons and you are able to act quickly, then you win. Finally, it’s all about long term relationships. Again and again, we see that anyone can come up with a big promotion to reel in customers for a quick purchase. But to succeed in the marketplace, you want a long term commitment. And for that, you have to know your customer - REALLY know your customer - so they come back time and time again. 83% of consumers are more likely to do business with brands that allow them to control where, when and how they interact - IBM IBV Study, 2014 - Greater Expectations, Consumers are asking for tomorrow, today: http://www-935.ibm.com/services/us/gbs/thoughtleadership/greaterexpectations/ 60% of B2B customer buying decisions are complete before engaging with a sales team. HBR 90% of companies expect customer experience will be their primary differentiator to compete by 2016 - Forrester eCommerce is not only becoming more vital to business performance– it is also increasingly the first interaction point you have with your customers. What we are seeing here is a new era in commerce sparked by the convergence of 4 key new technologies: mobile, social networks, advanced analytics, and the disruptive nature of “the cloud.” As a result, consumers are changing how they research purchases, transact and interact with brands. To compete for customers brands need the agility to quickly respond and adapt to consumer preferences and changing market dynamics. Consumers want to control when, where, and how they interact with brands 85% of consumers by 2020 who will mange their relationship with vendors without speaking with humans 43% of consumers in 2013 indicated they posted about a retailer they had shopped 83% of consumers are more likely to do business with brands that allow them to control where, when and how they interact Increasingly consumers expect flexibility in fulfillment options 75% of consumers said that the availability of free, expedited shipping will sway their purchase decision There’s no shortage of data predicting radical shifts in consumer behavior. Although the subtlies of those predictions may differ the one thing that’s perfectly clear is brands need to agility to quickly adapt to consumer preferences and market opportunities.
78%
Optimized value chains are agile, always on, and intelligent
of IT leaders globally do not think the way they collaborate with their business community is very effective
of IT leaders globally say their business community of partners, suppliers, and customers is critical to their company's overall success
87%
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2012 Vanson Bourne Global Value Chain Synchronization Study 76% of IT leaders globally do not think the way they collaborate with their business community is very effective only 30% of organizations are fully integrated with everyone they need to be 76% Executives report needing more real-time visibility into business processes2
Optimized Value Chains can increase shareholder value
Adjust and adapt to changing market demands in real time
Deliver a consistent customer experience with “always on” b2b communications
Drive insight and reduce risk with context specific visibility and analytics
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Supply chain’s impact on company valuation Statistical evidence continues to mount suggesting companies with well-run supply chains continue to outperform other companies. According to Boston-based AMR Research, the average total return of companies in AMR’s “Supply Chain Top 25” in 2007 was 17.89%, compared with returns of 6.43% for the Dow Jones Industrial Average and 3.53% for companies in Standard & Poor’s 500 Index. According to a Georgia Tech study, supply chain glitches torpedo shareholder value. After adjusting for industry and market movements, the total shareholder value loss associated with a glitch can be as high as 25%. These results are based on estimating the loss in shareholder value from 838 supply chain glitches that were made known publicly by the news media from 1989 through 2001. These news stories appeared in The Wall Street Journal or the Dow Jones News Service and were about publicly-traded companies that experienced production or shipping delays. A study by Dr. Thomas Speh of Miami University of Ohio showed that when a company adopts a new distribution or logistics innovation, the company’s stock price increases. A study by Bain & Company showed that companies employing sophisticated supply chain methods enjoyed 12 times greater profit than companies with unsophisticated methods. A real correlation has been drawn between companies’ financial success and the depth and sophistication of their supply chains. This fact is illustrated by a number of companies. According to Dell, the supply chain is “the biggest leverage point we have.” At Spanish clothing manufacturer/retailer Zara, “the supply chain is the business model.” And international trading company Li & Fung opines that “customer value lies in our ability to architect and operate supply chains.” (“A Global Study of Supply Chain Leadership and Its Impact on Business Performance,” Accenture study, 2008) Every organization is impacted by the supply chain because every organization has one.
Connect once to global trading communities
Onboard and manage partners quickly and efficiently
Support evolving industry standards and protocols
Flexibly support your business, your way
Adjust and adapt to changing market demands in real time
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Earning trust maximize customer value with earned loyalty Connect one-to-everyone with global B2B cloud networks Leverage robust API’s to support your business, your way
© 2015 IBM
Differentiate with an “Always On” B2B platform Continuously transact with your
business community Scale to support peak load and
files of all sizes Achieve high availability and
processing on a global scale Satisfy data preservation
requirements
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With a modern, scalable B2B platform that is modular to separate communications from processing, Advanced communications ensures receipt of documents regardless of planned downtime (like system updates) or unplanned downtime Advanced communications protects the receipt of documents during planned or unplanned outages� Scale to meet peak loads with a highly scalable advanced communications and support for modern AS/2 and AS/4 protocols� Built-in application disaster recovery for data preservation and compliance Built-in application disaster recovery minimizes data loss when failures occur Advanced communications ensure continuous receipt of documents from your business community Active/Active processing across globally distributed locations enables highly available business operations Built-in application disaster recovery satisfies data preservation requirements
Intelligence to drive the business forward Identify trends and optimize
exchanges Enable self service with
personalized dashboards for IT and LOB
Reduce audit cycles and ensure compliance
Troubleshoot issues faster and know which issues to prioritize
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Innovate…Adopt best practices and fail forward, fail fast as you try new ideas to up the experience Experimentation is enabled as you move to differentiate with meaningful analytics Forecast anticipated growth and capacity needs or re-route transfers to optimize processing paths – improve SLA Help LOB users help themselves with Dashboards that can be locked down Troubleshoot issues faster with end-to-end transaction views� Reduce the time and cost in; Answering “Where is my file?” Documenting compliance of the B2B and MFT infrastructure Identifying which exception to fix first based on SLA’s Increase; SLA performance Internal and external customer satisfaction The success rate of your B2B and MFT environment Become more proactive than reactive
Holistic end-to-end framework for successful B2B integration on Prem,
in the Cloud or as a Hybrid
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Best service and support Comprehensive Holistic end-to-end framework for successful b2b integration designed with our clients can be deployed modularly Together with our clients we defined a framework for successful B2B Integration that you can implement as your needs change and evolve IBM Sterling Connect:Direct IBM Sterling File Gateway IBM Sterling B2B Integrator IBM Transformation Extender IBM Trading Partner Management IBM Control Center IBM Sterling Secure Proxy IBM B2B Cloud Services B2B Collaboration Network B2B Integration Services eInvoicing Analytics & Reporting Community Development Services
CEVA LogisticsFlawlessly orchestrates an extensive network of clients, suppliers and logistics partners -- all powered by IBM B2B Integration solutions.
90%Increase in speed to add additional EDI capacity 40%
Estimated reduction in time to market to bring new clients on board
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http://www-03.ibm.com/software/businesscasestudies/us/en/software?synkey=V235840R33080V14 Founded in 2007 with the merger of TNT Logistics and EGL Eagle Global Logistics, CEVA Logistics is one of the world’s leading logistics enterprises. The company’s comprehensive offering includes freight forwarding, contract logistics, transportation management and distribution management, it employs 44,000 people and reports annual revenues of approximately USD8.5 billion. “ We calculated that the managed-services solution from IBM would help us avoid 50 percent in capital costs compared to building a new in-house EDI platform. ” Jeff Liddicoat, Information Systems and Services—Integration, Senior Delivery Lead, CEVA “At key points in the year such as Black Friday and Cyber Monday, we see an explosion in demand on our EDI systems—especially for our large clients. For example, if Microsoft or Dell launch new products, our transaction volumes can easily double in a matter of days. “Previously, we were dependent on a number of legacy in-house platforms to support our EDI processes. Scaling out the EDI infrastructure required time-consuming and costly provisioning of new hardware, which made it difficult to react quickly to peaks in demand. “Before, the EDI volumes we experienced on Black Friday were a real strain on our EDI systems and our client relationships,” says Jeff Liddicoat. “Thanks to our modern IBM platform, we can delight our clients with higher EDI service levels than ever. We can add extra EDI capacity to the IBM solution at the touch of the button, and have the system online in days, not weeks—90 percent faster than previously possible. And because our IBM Sterling B2B Integration Services solution offers truly elastic capacity, we pay only for the compute resources we need. “We recently switched over one of our largest clients to the platform in time for Black Friday. The IBM solution handled the spike in EDI volumes flawlessly—helping us to meet and surpass an important client’s expectations, and nurture their loyalty. Many of our clients assign quality ratings to their logistics providers. We recently won the prestigious supplier-of-the-year award from one of our largest automotive clients, and we are confident that our B2B integration solution from IBM will make it easier to continue to achieve the high scores and strong reputation that encourage repeat business.” Overview Founded in 2007 with the merger of TNT Logistics and EGL Eagle Global Logistics, CEVA Logistics is one of the world’s leading logistics enterprises. The company’s comprehensive offering includes freight forwarding, contract logistics, transportation management and distribution management, it employs 44,000 people and reports annual revenues of approximately USD8.5 billion. Business need�To drive its business growth, CEVA Logistics targeted rock-solid availability for the electronic data interchange (EDI) services that connect its extensive network of clients, suppliers and logistics partners. Solution�CEVA Logistics is migrating its EDI services to a modern, high-performance IBM® Sterling B2B Integration Services platform in the cloud—enabling elastic scalability and consistently high availability. Benefits�Today, CEVA Logistics can add additional EDI capacity 90 percent faster, ensuring it never falters even during seasonal peaks in logistics demand and laying a stable foundation for continued growth. Software�Sterling B2B Integration Services Solution�Sterling B2B Integration Services Basic, T&T: Supply Chain Operations, Commerce Solutions, Commerce Solutions - B2B Integration, Business Integration, Integration, Cloud & Service Management, Cloud Computing
Irish Dairy Board
Improved speed 90
Seamlessly managing business across their extended value chain -- all powered by IBM B2B Integration solutions.
Countries receiving goods on time, requiring visibility across the supply chain with real-time tracking and reporting
Of onboarding suppliers and customers faster – reducing the onboarding process from days to hours
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Irish Dairy Board Trading partner integration drives supply chain success and cost efficiencies for Irish Dairy Board The Irish Dairy Board is a commercial co-operative and the major international exporter of Irish dairy products worldwide. The Irish Dairy Board, which owns the internationally established Kerrygold®, is Ireland’s biggest exporter of dairy products. Irish Dairy Board wanted to help ensure that timely and accurate information is flowing through a centralized supply chain.�For added flexibility, the solution was developed through a combination of Sterling B2B Integrator, connecting the Irish Dairy Board to their main trading partners, and Sterling B2B Collaboration Network, an on demand B2B network that provides connectivity to the remainder of partners.� Offers a reliable and security-rich communications foundation for enhanced global collaboration Tightly integrates business relationships with customers, and provides up-stream supply chain with suppliers Improves customer satisfaction through enhanced service levels Offers ease of integration for faster onboarding of partners, both current and future http://www-03.ibm.com/software/businesscasestudies/us/en/corp?synkey=T497685A00401P91
Rabobank NetherlandsSecurely exchanges files such as ordering cash for ATMs and new credit cards -- all powered by IBM B2B Integration solutions.
66%400%Faster to onboard new partners
Increase in trading-partners over 3 years
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Client Name: Rabobank Case study Link: http://www-03.ibm.com/software/businesscasestudies/us/en/corp?synkey=Y401179Z20040D10 Pull Quote: “Our IBM B2B integration platform is helping us to drive our outsourcing strategy, focus on core banking competencies and ultimately deliver higher-quality services to our customers around the world.” — Carsten van den Bogert, Middleware Specialist, Rabobank Company Background: Founded in 1972 and headquartered in Utrecht, the Netherlands, Rabobank is a full-range financial services provider that operates on cooperative principles. Today, the bank is active in 40 countries worldwide, employs more than 48,200 people and serves more than 8.8 million clients. Solution Components: Software • IBM® Sterling B2B Integrator • IBM Sterling Connect:Direct® • IBM Sterling Control Center • IBM Sterling File Gateway • IBM DataPower® Gateway Business challenge: With nimble competitors on the rise, Rabobank aimed to maintain its leading market position by outsourcing non-core activities—but how could it manage a growing trading partner base cost-effectively? The benefit: Today, Rabobank onboards new trading partners easily, helping grow its EDI connections by 400 percent in three years, avoid 30 percent in management costs and enable the business to focus on core competencies. Our retail banking organization now uses the IBM solution for everything from higher-risk transactions—such as ordering cash for ATMs and ordering new credit cards—to lower-risk transactions such as bank statement printing.” “In just a few years, we have grown from 40 trading partners to more than 200—and our IBM platform has enabled us to accommodate that expansion almost effortlessly,” says Carsten van den Bogert. “Today, we are transferring on average around 18,000 EDI messages and 300,000 Connect:Direct files per day on the IBM platform—and we are confident that the system will provide us with sufficient capacity to serve our needs for at least the next three years without scaling up.” Assured availability Rabobank’s IBM solutions are helping it to onboard new partners rapidly, with the assurance that its critical connections are available around the clock. Carsten van den Bogert comments: “We can now onboard new trading partners in just one week—66 percent faster than before. In fact, setting up new partners using the IBM solution is now so straightforward that we predict that we will be able to reduce our onboarding times down to just one working day before the end of the year. “Better still, we have complete peace of mind that our B2B integration platform is available 24/7; since the IBM solution went live, we have experienced no unplanned downtime.”
Market Leader
The ForresterWaveTM:
Hybrid Integration
1Q 2014
Gartner Magic Quadrant
On Premise Application Platforms
2Q 2013
Leaders Quadrant
Leading Analyst RecognitionMarket Leader
IDC MarketScape
B2B Integration Software
3Q 2014
Leaders Quadrant
Gartner Magic Quadrant
Integration Brokerage
2Q 2014
Gartner Magic Quadrant
On Premise Application Integration
Suites
3Q 2014
Leaders Quadrant
Consistently recognized as a leader in B2B solutions
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These reports may only be distributed internally for reports found on BlueMine: Gartner MQ for On Premise Application Platforms 2Q 2013 Distribution rights have NOT been purchased; IBM internal only Posted to BlueMine https://w3-03.sso.ibm.com/marketing/mi/compdlib.nsf/weball/62E0AC859EDFDE4085257B9B005316CF Forrester Wave for Hybrid Integration 1Q2014 Distribution rights have NOT been purchased; IBM internal only Posted to BlueMine https://ibm.northernlight.com/document.php?docid=IA20140215040000030&vid=19847&datasource=IBM&context=api Gartner MQ for On-Prem Application Integration Suites 3Q2014 Distribution rights have NOT been purchased; IBM internal only Posted to BlueMine https://w3-03.sso.ibm.com/marketing/mi/compdlib.nsf/SearchView/32DAB5BB05AEAB7B85257D32006E1000?Opendocument These links may be distributed to customers and prospects: Gartner MQ for Integration Brokerage (services) 2Q2014 Distribution rights have been purchased; IBM Aspera briefly mentioned within Link http://www.gartner.com/technology/reprints.do?id=1-1Q5OPFH&ct=140130&st=sb Work in progress to acquire links to these reports. This document will be updated as links become available. IDC MarketScape for B2B Integration Gateway Software 3Q2014 Distribution rights are being purchased now; link to follow (and can provide the .pdf report in the interim) IBM ASPERA: Please note: There are no rate and ranking studies available at this time that include Aspera; we expect this to change over time. However, Aspera had a brief mention in: OVUM Decision Matrix: Selecting an Enterprise File Sync and Share Product, 2014-15; See P 39. Distribution rights have NOT been purchased at this time. See BlueMine link https://ibm.northernlight.com/document.php?docid=IA20140829070000030&vid=1047&datasource=IBM&context=api Gartner MQ for Integration Brokerage 2Q 2014 (see #4 above) Gartner MQ for Enterprise File Synchronization and Sharing 3Q 2014. IBM was ranked a “challenger.” Distribution rights have NOT been purchased.
IBM Business Partners enhance our ability to deliver value
15 © 2015 IBM
Find the right IBM Business Partner
Business partners help delver unique
capabilities with accelerated speed to
deployment and quicker ROI
534B2B integration
Certified Business Partners Worldwide
85+ "Ready for IBM
Commerce" validated ISV technology
integrations
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Business partners have deep skills and extensive experience in designing, configuring and implementing IBM solutions Business partners help delver unique capabilities with accelerated speed to deployment and quicker ROI IBM business partners are supported by the IBM PartnerWorld agreement Specialized skills Required to achieve sales and technical certifications with annual re-certifications Business partners develop complementary solutions to enhance value of IBM solutions Certification process for solutions entered into the software catalog Business partners support customers across borders Bundle IBM multi brand software, hardware and services Industry (14) specializations for advanced software solution delivery Business partners can build single or multi brand managed services On premise, cloud and hybrid IBM Business Partner Lookup tool http://www-304.ibm.com/partnerworld/wps/bplocator/landing
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Why you should consider IBM Solutions
16 © 2015 IBM
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Breadth of capability to help meet�your requirements�Managed file transfer, integration gateways, integration services and transformation engines� Customer flexibility—right solution, right away�Deployment choice: on premises, cloud �or managed service�Modular architecture: buy for specific project �or enterprise wide�Platform choice: desktop, midrange or mainframe� Superior consulting and �professional services expertise�Experienced in building integration centers of excellence�Provides guidance in B2B best practices� from assessment to implementation�Global deployment experience across industries Presence in over 170 countries around the globe�
Join the conversationBlog, YouTube, Twitter and Facebook
The Time to Modernize Your B2B Integration is Now
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A New York-Based InsurerOptimizes the performance of message flows -- all powered by IBM B2B Integration solutions.
EnhancedEnabled automatic failover for disaster recovery
Data security
Increased operating flexibility
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Blinded Reference�Solution synopsis An insurance company in New York optimizes message-flow performance, enhances data availability and security, improves operating efficiency and flexibility and increases productivity when it engages IBM Premier Business Partner Information Design, Inc. to upgrade its IBM WebSphere software Industry: Insurance�Geography/IOT/GMU: North America IOT�Region/IMT/GMT: US IMT� Focus area:�Connectivity and Integration, Middleware - Integration, Middleware - Smarter Process, Commerce Solutions, Middleware - Integration - Connectivity Business need The client was using non-supported versions of IBM WebSphere MQ, IBM WebSphere Message Broker and IBM WebSphere Transformation Extender for Message Broker software. Though the messaging infrastructure was performing satisfactorily, the company wanted to upgrade to latest versions to embrace new functionalities. It also wanted to increase its flow of service and increase infrastructure efficiency. To remain competitive, they sought a reliable partner that could provide best practices to help it optimize the performance of message flows. Solution implementation To address its needs, the client engaged IBM Premier Business Partner Information Design, Inc. (IDI) to upgrade its existing IBM WebSphere MQ, IBM WebSphere Message Broker and IBM WebSphere Transformation Extender for Message Broker software to the latest versions. The company uses WebSphere MQ software to move data between disparate systems, for asynchronous hand-off of data between processes and as the messaging backbone for the enterprise service bus. It uses WebSphere Message Broker software in conjunction with WebSphere Transformation Extender for Message Broker software for data transformation and mediation. The WebSphere Message Broker software supports data format description language (DFDL), which the client uses to define the structure of general text and binary-formatted data in a way that is independent of the data format. IDI provided best practices to assist the client with the upgrade and training for the client’s 10 IT staff members. Products/Services: As one of the original five vendors chosen by IBM, IDI works closely with the IBM Software Services for WebSphere team to assist with the installation, integration, implementation of IBM WebSphere software, including IBM WebSphere MQ and IBM Integration Bus software. Benefits of the solution By engaging IBM Premier Business Partner IDI to upgrade its IBM WebSphere software, the client enhanced the performance of its messaging infrastructure. With the new solution in place, the client separated its test and development system and enabled automatic failover for disaster recovery, thereby increasing operating flexibility and data security. The upgraded infrastructure is under support and highly efficient, allowing the client to focus on its core business and increase productivity. The workflow changes helped the client reduce the number of message queues and set the stage for additional IBM software solutions. How did IBM win the Business? The Client has been a long-term client of IBM Premier Business Partner Information Design, Inc. (IDI). IDI was initially called in to implement a messaging solution for the company in 2003. Through the years the solution had been working great, with limited need for support from IBM. IDI earned the right to be their trusted advisor for middleware and security. IDI worked with the IBM team and provided prior product briefings and introduced new technologies to Magna Carta, which has always remained competent on all of its various technologies. In late 2013, IDI met with the company to discuss an upgrade and provided a best practices segment for the company. All of this helped IBM win the business. Solutions/Offerings Software: IBM Middleware: WebSphere Message Broker; WebSphere MQ��WebSphere: WebSphere Transformation Extender for Message Broker Industry Solutions: Insurance: Insurance: Distribution This reference has been verified by the client on 12 Feb 2014 on the following technologies:�WebSphere: WebSphere Transformation Extender for Message Broker; WebSphere MQ �(Based on internal review, these products may not be represented in this profile.)
Bonnie PlantsDrives a transparent value chain with real-time visibility into inventory to anticipate needs of an individual store -- all powered by IBM B2B Integration solutions.
Of their business occurs in 3 monthsfrom March to May
USD realized growth by reducing costs and increasing reliability of their B2B operations10-20M 70%
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Bonnie Plants creates a more efficient and transparent value chains as they collaborate and engage with their trading partners with speed and flexibility Bonnie had to face the challenge of 70 percent of their business occurring between the months of March and May or better known as the prime growing season. Now, they have visibility into their customer’s inventory, enabling them to anticipate the needs of an individual store and have merchandise dropped off when needed. Bonnie Plants Needed to: Improve efficiency Automate processes Scale with seasons Real results: Handles peak months Real-time visibility into inventory Growth realized ~$10-20 million Bonnie Plants (Bonnie) began in 1918 in a backyard and has grown to include 68 growing stations around the country. Bonnie currently has 450 sales representatives servicing more than 13,000 accounts. A national plant wholesaler based in Alabama, Bonnie is dedicated to supplying retail stores throughout the United States and Canada with the best herb, flower, and vegetable plants available. As the world’s largest producer of vegetable plants, Bonnie’s customers are some of the top-named home improvement and discount department stores in the United States and Canada. Manual data processing made Bonnie vulnerable to human errors and long delays. To improve customer service, they needed a solution for increasing operational efficiency and providing better visibility into internal business processes and external trading partners. They looked in-house, but they did not have the technical resources, and it did not make sense financially because of their seasonal business. The scalability of the solution needed to be that of a big seller versus that of a smaller homegrown solution. Looking for a better way to understand their sales, and project the needs of the retail chains carrying their plants, Bonnie decided outsourcing would be the best answer. In the spring of 2007, Bonnie recognized that Sterling B2B Integration Services would allow them to remain competitive while reducing their overall costs. They began the implementation process in September, and had all trading partners moved by December. The solution was deployed in phases to ensure Bonnie’s business would not be interrupted during implementation. Sterling B2B Integration Services now enables Bonnie to connect people, processes, and technology across boundaries. With Sterling B2B Integration Services, each time a Bonnie product is scanned at a retail store, the information is collected, put into a common layout, and then processed immediately. Bonnie’s sales team can check sales, and project the needs of an individual retail store carrying their plants. This real-time visibility allows salesmen to drop off new plants where and when they are needed. Sterling B2B Integration Services helps improve the service Bonnie provides and enables them to trade more efficiently, maximizing market opportunities. With Sterling B2B Integration Services, Bonnie has gained real-time, end-to-end visibility and control over their business processes internally and external trading partners. Sterling B2B Integration Services processes invoices, adjustments, payment orders, remittance advice, purchase orders, product activity data, and customer text messages for Bonnie. Bonnie now processes, on average, 90,000 documents per month, with around six million transactions during their peak season of March through May. Sterling B2B Integration Services is designed to accelerate Bonnie’s ability to achieve B2B collaboration by empowering them to use their internal resources to rapidly grow and adapt their B2B community. Maximized business opportunities Due to the seasonal nature of Bonnie’s business it was critical they had a system that could handle a large influx of data during a short period of time. Bonnie found that Sterling B2B Integration Services offered the scalability they needed. With Sterling B2B Integration Services, Bonnie’s sales force has confidence they can deliver on the needs of their customers. Bonnie has visibility into their customer’s inventory, enabling them to anticipate the needs of an individual store and have merchandise dropped off when needed. “The $10-20 million growth we saw in 2008 can be attributed to Sterling B2B Integration Services. Bonnie Plants cannot live without the data that Sterling B2B Integration Services delivers to us daily.” Better B2B integration Bonnie now has the technical ability to meet their customers’ requirements pertaining to data translation. They have been able to increase profitability by reducing costs and increasing reliability of their B2B operations. Prior to the implementation of Sterling B2B Integration Services, the onboarding of new trading partners was a daunting task for both Bonnie and their customers. Now, Bonnie adds customers faster and more accurately. Bonnie also uses Sterling B2B Integration Services to ensure business critical documents are processed on-time, which allows for better service and faster sales turnarounds. Ease of implementation It was critical to Bonnie that their business not be affected during the implementation of Sterling B2B Integration Services. A high degree of proactive support through a single-point-of-contact for all business issues, escalations, and questions, as well as an assigned customer service representative, ensured a smooth delivery of the solution without interruption to their business. http://www-03.ibm.com/software/businesscasestudies/us/en/software?synkey=M220588D77744N05 http://www-01.ibm.com/common/ssi/cgi-bin/ssialias?infotype=PM&subtype=AB&htmlfid=ZZC03022USEN#loaded
CEVA LogisticsFlawlessly orchestrates an extensive network of clients, suppliers and logistics partners -- all powered by IBM B2B Integration solutions.
90%Increase in speed to add additional EDI capacity 40%
Estimated reduction in time to market to bring new clients on board
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http://www-03.ibm.com/software/businesscasestudies/us/en/software?synkey=V235840R33080V14 Founded in 2007 with the merger of TNT Logistics and EGL Eagle Global Logistics, CEVA Logistics is one of the world’s leading logistics enterprises. The company’s comprehensive offering includes freight forwarding, contract logistics, transportation management and distribution management, it employs 44,000 people and reports annual revenues of approximately USD8.5 billion. “ We calculated that the managed-services solution from IBM would help us avoid 50 percent in capital costs compared to building a new in-house EDI platform. ” Jeff Liddicoat, Information Systems and Services—Integration, Senior Delivery Lead, CEVA “At key points in the year such as Black Friday and Cyber Monday, we see an explosion in demand on our EDI systems—especially for our large clients. For example, if Microsoft or Dell launch new products, our transaction volumes can easily double in a matter of days. “Previously, we were dependent on a number of legacy in-house platforms to support our EDI processes. Scaling out the EDI infrastructure required time-consuming and costly provisioning of new hardware, which made it difficult to react quickly to peaks in demand. “Before, the EDI volumes we experienced on Black Friday were a real strain on our EDI systems and our client relationships,” says Jeff Liddicoat. “Thanks to our modern IBM platform, we can delight our clients with higher EDI service levels than ever. We can add extra EDI capacity to the IBM solution at the touch of the button, and have the system online in days, not weeks—90 percent faster than previously possible. And because our IBM Sterling B2B Integration Services solution offers truly elastic capacity, we pay only for the compute resources we need. “We recently switched over one of our largest clients to the platform in time for Black Friday. The IBM solution handled the spike in EDI volumes flawlessly—helping us to meet and surpass an important client’s expectations, and nurture their loyalty. Many of our clients assign quality ratings to their logistics providers. We recently won the prestigious supplier-of-the-year award from one of our largest automotive clients, and we are confident that our B2B integration solution from IBM will make it easier to continue to achieve the high scores and strong reputation that encourage repeat business.” Overview Founded in 2007 with the merger of TNT Logistics and EGL Eagle Global Logistics, CEVA Logistics is one of the world’s leading logistics enterprises. The company’s comprehensive offering includes freight forwarding, contract logistics, transportation management and distribution management, it employs 44,000 people and reports annual revenues of approximately USD8.5 billion. Business need�To drive its business growth, CEVA Logistics targeted rock-solid availability for the electronic data interchange (EDI) services that connect its extensive network of clients, suppliers and logistics partners. Solution�CEVA Logistics is migrating its EDI services to a modern, high-performance IBM® Sterling B2B Integration Services platform in the cloud—enabling elastic scalability and consistently high availability. Benefits�Today, CEVA Logistics can add additional EDI capacity 90 percent faster, ensuring it never falters even during seasonal peaks in logistics demand and laying a stable foundation for continued growth. Software�Sterling B2B Integration Services Solution�Sterling B2B Integration Services Basic, T&T: Supply Chain Operations, Commerce Solutions, Commerce Solutions - B2B Integration, Business Integration, Integration, Cloud & Service Management, Cloud Computing
Hirschvogel Inc. Improves visibility into their supply chain -- all powered by IBM B2B Integration.
ROI instantaneously
Reduction In the total cost of ownership of B2B collaboration 100%90%
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http://www-03.ibm.com/software/businesscasestudies?synkey=R157246N83981O35 “The decision to outsource our B2B was simple because we knew the return on investment would occur instantly. The Sterling Commerce solution was 90 percent less expensive than our in-house option.” Customer �Hirschvogel Incorporated Industry�Automotive Deployment country�Germany Overview Hirschvogel Inc. makes metal components for the automotive industry. The company was established in 1988 to support participation in the North American automotive market for the parent company in Denklingen, Germany. Hirschvogel Automotive Group is one of the world’s top manufacturing specialists in metal forming and machining. Business need�In 2007, Hirschvogel Inc. manually processed data to and from their ERP system, which was quite labor intensive. Therefore, when their parent company asked them to migrate to SAP as part of a global strategy, they were glad to participate. As part of that initiative, Hirschvogel Inc. needed translation services between EDI X.12 documents and SAP IDocs to enable automatic processing of e-commerce with their U.S. customers. Solution�By providing seamless integration with the Hirschvogel Inc. ERP system, the solution also improves visibility into the Hirschvogel Inc. supply chain, which enables them to plan production processes based on their customers’ needs. Increased visibility enables the company to capture customer orders more quickly so they can plan production accordingly. This results in improved customer satisfaction and lower costs. Benefits�• Provides instantaneous return on investment • Removes burden on internal IT resources • Improves visibility into supply chain Components IBM products and services:�Sterling B2B Integration Services Basic�
LenovoOrchestrates their global supply chain with real-time visibility including in-transit inventory -- all powered by IBM B2B Integration solutions.
1M USD reduction in yearly costs
Reduction in cycle time to onboard a new partner2X
Speed to integrate new partners quickly to meet demand 85%
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Deliver secure, intelligent and authentic interactions - Lenovo did this by delivering visibility and simplicity in the ordering process Lenovo needed to: Revamp supply chain with real-time visibility Deliver touchless ordering for trading partners Improve freight and inventory costs Integrate new partners quickly to meet demand Real results: $1M reduction in yearly costs Allocate inventory in ‘transit’ on the water Integrate new partners quickly to meet demand Reduced cycle time to onboard a new partner by 85% Providing laptops to consumers and businesses worldwide, Lenovo was acutely aware of an increasing demand for transparency and simplicity in the order process and sought to improve its supply chain. Using the IBM B2B Integration Services solution, Lenovo built a unified foundation to connect and collaborate with a broad eco- system of customers and partners, pursuing an IBM Commerce approach. Lenovo cut annual costs by US$1 million by improving freight and inventory management, reduced time to onboard a partner by 85 percent and improved visibility into complex supply chain relationships. The results of this initial project are impressive: • By standardizing on a single, unified integration platform, Lenovo cut IT costs and created a more scalable approach to pursuing business with new trading partners. • The cost of working with ODMs has dropped by approximately US$1 million annually as a result of better freight and inventory management as well as heightened visibility. • Similar operational cost reductions arose through automation of key commercial processes and improved visibility of multi-tiered supply chain relationships among suppliers, ODMs, LSPs and manufacturers. • The average cycle time to onboard a new LSP has been cut by 85 percent, at a fraction of the previous cost. More important, the company is achieving major savings in transportation costs months sooner than expected. One of Lenovo’s objectives in creating the optimal customer experience with its supply chain capabilities is to enable touchless ordering. What this means is that regardless of how a customer places an order— whether through EDI, web portal, mobile device or some other method—there should not be any scenarios that require manual intervention. In general, the level of touchless ordering is much higher in mature market segments than in emerging market segments, which is to be expected. As Lenovo further expands its use of EDI, portals and the web to do business with its customers, the percentage of touchless orders is likely to increase. Another interesting benefit of the unified integration platform is what Lenovo calls “sell on the water.” As a direct result of better integration, a ship can be loaded at the point of origin with product based on forecasted demand, and then the company can begin to allocate product to customers while the ship is in transit. This scenario was not possible previously because Lenovo did not have a complete view of inventory. It was one of the “information black holes” that existed prior to establishing the unified, global integration platform. Now, when a shipment is loaded on board a vessel, this event triggers the creation of a receipt in a virtual warehouse location in the United States. This allows allocation of customer orders against the expected stock up to six weeks sooner than actual physical receipt of the goods in the warehouse. ftp://ftp.software.ibm.com/common/ssi/ecm/en/zzc03163usen/ZZC03163USEN.PDF
QualcommRapidly onboards new partners and securely transfer 500G of data every three hours – all powered by IBM Managed File Transfer solutions..
92%Reduction in time to resolve file transfer issues < 1 week to onboard new
partners compared to months
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QUALCOMM attempted to manage all file transfer activity manually, with a limited number of dedicated personnel. The company relied on outdated technology to move data between its partners. This manual method could not scale from regarding staffing or servers. The on-boarding of a new customer could take months to complete. Not only was the process slow, but there was limited security as the files moved through the different support groups. If there was an error along the way, QUALCOMM did not know where the failure occurred as the company lacked end-to-end visibility. QUALCOMM implemented IBM Sterling File Gateway software to interact with its many trading partners, and to address its need to reduce the time to receive and process high volumes of supplier production yield data. With SFG software, QUALCOMM has improved the operational processes used to monitor the efficiency of the production process with its chip division suppliers. These suppliers share sensitive and time critical manufacturing production data with QUALCOMM on the amount of wafers that are produced by each run. The client analyzes and uses the results of the data to improve yields by changing process parameters on the wafers. QUALCOMM uses SFG to ensure the data is moving reliably and timely between the supplier and itself, resulting in an improved ability to analyze the results and modify the production process based on the review of the supplier data to increase yields. � External Link: https://www.youtube.com/watch?v=zwqsF6STlCY
Rosenthal & RosenthalDrives business growth with highly responsive services for all clients -- all powered by IBM B2B Integration solutions.
Increase in electronic transactions
Decrease in helpdesk calls and boosting client satisfaction75% 100%
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Rosenthal & Rosenthal: Driving business growth with highly responsive B2B integration services for all clients �Rosenthal & Rosenthal consolidated multiple systems and processes for EDI to a centralized solution based on IBM Sterling B2B Integration Services—offering near-real time updates to clients, cutting helpdesk calls by 100 percent and boosting client satisfaction. http://www-01.ibm.com/common/ssi/cgi-bin/ssialias?subtype=AB&infotype=PM&htmlfid=UVC12471USEN&attachment=UVC12471USEN.PDF “Migrating to a standardized, cloud-based B2B integration infrastructure wasn’t without complexity, but the IBM team did an excellent job in identifying and resolving all of the key issues. When we were ready to move forward, IBM ran with it—the team handled practically all the coordination with our incumbent vendors.” “As a growing business, we see the ability to maintain exceptional service quality as a powerful way to nurture the loyalty of our clients, and protect our hardwon reputation. Thanks to EDI in the IBM cloud, we are achieving just that.” Mark Gorman, EDI Coordinator at Rosenthal & Rosenthal. About Rosenthal & Rosenthal Founded in 1938 and headquartered in New York, NY, Rosenthal & Rosenthal is a privately held finance company that provides factoring, asset-based lending, and specialty lending services to clients across a wide range of industries. Rosenthal ranks as one of the largest privately held firms in New York City, with annual volume in excess of USD8 billion. To learn more about Rosenthal & Rosenthal, please visit rosenthalinc.com. For Rosenthal & Rosenthal—a leading provider of financial services headquartered in New York City, New York—delivering high-quality services is a top priority. The company aimed to continue to drive successful growth by adding new business without compromising on the high-quality services that its clients had come to expect. The need As its business grew, Rosenthal & Rosenthal wanted to ensure that it could continue to pay its clients in a timely manner—but managing multiple EDI systems made it difficult to process invoices quickly. The solution Rosenthal & Rosenthal consolidated multiple systems and processes for EDI to a centralized solution based on IBM® Sterling B2B Integration Services—enabling faster, more efficient transaction processing. The benefit Today, Rosenthal & Rosenthal accelerates electronic transactions by 75 percent—cutting helpdesk calls by 100 percent, boosting client satisfaction and achieving annual cost savings equivalent to USD60,000 Solution components Services • IBM® Sterling B2B Integration Services • IBM B2B Cloud Services
Taishin International BankDelivers secure transactions and offering new services -- all powered by IBM B2B Integration solutions.
Productivity and improved customer relationshipsIncreased
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Established in 1990, Taishin International Bank (TIB) is headquartered in Taiwan with 105 existing business units. They offer a wealth of banking solutions; however, their primary customers most commonly use ATMs and customer call centers. �E-banking is the buzzword in the banking industry, with many banks seeking to upgrade their IT systems for better convenience, security, and ease of use. TIB is no exception. Plans are underway to change their mainframe system to an open system by introducing Sterling Connect:Direct from IBM. “This change will satisfy the current and future technological demand for e-banking products, and provide our customers with a variety of fast and simplified services,” said TIB’s Information Technology Department Senior Vice President, Wen-Tzong Duh. �In order to satisfy the technological demand for e-banking products, TIB implemented Sterling Connect:Direct, one of the leading solutions within the financial services industry for reliable and secure file transfer. Sterling Connect:Direct’s automated and management technology has allowed Taishin to focus on their priorities, like providing personalized services for their customers. Sterling Connect:Direct has also allowed them to introduce more interactive and varied services for their ATMs, like opening and closing accounts and ordering movie tickets in advance. Benefits�• Increases productivity and even better customer relationships • Offers multiple platform support and translation • Offers positive user feedback http://www-03.ibm.com/software/businesscasestudies?synkey=V067145O14057N05
Watts Water Technologies Seamlessly exchanges data with trading partners in the cloud -- all powered by IBM B2BIntegration solutions.
7 Months to achieve ROI through substantially reducing operational expenditures
Availability for all EDI systems
Documents processed monthly 99%92k
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Client Name: Watts Water Technologies, Inc. The transformation: Watts Water could not quickly or cost-effectively set up new data-sharing services with trading partners. By migrating electronic data interchange (EDI) services to a single cloud platform, the company cuts operational costs, offers >99 percent EDI availability, and faster onboarding for new trading partners. "Managing our EDI with IBM Sterling B2B Cloud Services delivers major service-quality improvements for the business." —Cliff Markell, Director Global IT Architecture, Watts Water Technologies, Inc. Company Background: Founded in 1874 and today headquartered in North Andover, Massachusetts, Watts Water Technologies, Inc. is leading global provider of plumbing, heating, and water quality products. With a portfolio of 60 brands, the company operates in North America, Europe and China, and generates annual revenues of approximately USD1.47 billion. Business challenge: Each of Watts Water’s acquisitions brought its own systems and processes for sharing data with trading partners. How could the company cut the growing cost and complexity of electronic data interchange (EDI)? The benefit: By migrating its EDI systems to the cloud, Watts Water has shrunk its operational costs, achieved ROI within seven months and enabled the business to unlock the benefits of new acquisitions. 92,000 documents processed monthly via a single, cost-effective feed 7-months ROI achieved through substantially reduced operational expenditure >99% availability for all EDI systems, ensuring a high-quality service to the business Solution components: Software IBM® Sterling B2B Cloud Services Case study Link: http://www-03.ibm.com/software/businesscasestudies/us/en/software?synkey=P607311S63036S01 http://www.ibm.com/common/ssi/cgi-bin/ssialias?subtype=AB&infotype=PM&appname=SWGE_UV_UV_USEN&htmlfid=UVC12401USEN&attachment=UVC12401USEN.PDF
Technology has made more possible but not easier
I need to onboard new clients and partners more quickly.“ ” I need my scale my
operations more quickly without adding staff.“ ”It is too hard to maintain
compliance with all of changing regulations and
customer demands. ”“
I want to understand the what, why, and how of my customers’ behaviors.”“ I can’t keep up with the growth
of data and the need to get it quickly and securely to so
many places.“
”
I need to act and adjust in real-time, not react after the failure has occurred.“ ”
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Other options… I can’t move the data fast enough due to growing numbers of files and sizes My trading partner data is so out of date, it will take me forever to engage with them all for a simple protocol/format update I have no way to gain visibility and maintain compliance over my disparate MFT/B2B solutions My EDI expertise is retiring and we can’t keep up with the businesses requirements to onboard new clients and suppliers faster I have a huge backlog of partners to onboard and the process is too manual
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