2. 2 IBM WebSphere Cast Iron Cloud integration solution for ISVs
Facing the integration challenge
Is integration holding you back in your ability as an independent
software vendor (ISV) to provide end-to-end service to your
clients? Your product is your business and you believe in
the power of software as a service (SaaS), which enables your
clients to gain instant access to your solution on demand, from
anywhere, anytime. But there is still a significant challenge to
closing deals and driving renewals. Many of your clients have
existing business processes and applications containing critical
information that need to work with your solution. The ability to
help your clients rapidly realize the full benefit of your solution
is dependent on how well your solution integrates with those
client applications.
You could use your professional services or development team
to help your clients develop integrations with their existing
applications. However, you may already have a backlog of service
engagements or prefer not to build a large team of specialized
vendor-supplied application integration resources working on
risky one-off integrations.
To address the integration challenge while maintaining focus
on your core business, you should consider seeking a trusted
partner able to provide proven technology that is flexible enough
to support the myriad of different integration needs for your
small, medium and large clients. This partner should provide
the sales and marketing assistance to ensure your sales teams are
fully equipped and prepared to go to market with an end-to-end
approach that includes integration. Finally, the partner must
ensure success in implementing the integration solution by fol-
lowing proven SaaS methodologies, best practices and access to
a community of on-demand application integration specialists.
With thousands of client integrations, industry-leading
products, and partnerships with the top SaaS providers, the
IBM® WebSphere® Cast Iron® integration solution for ISVs
is specifically designed to help eliminate integration as a barrier
to your success.
What is the IBM WebSphere Cast Iron
Cloud integration solution for ISVs?
The WebSphere Cast Iron integration solution for ISVs, as
part of the IBM PartnerWorld® program, empowers cloud
computing and SaaS ISVs by combining leading products,
proven methodologies and customized marketing campaigns
designed to meet their data migration, process synchronization
and information consolidation requirements. The WebSphere
Cast Iron integration solution for ISVs eliminates the need
for ISVs to develop and maintain their own integration code
and solutions.
The WebSphere Cast Iron integration solution for ISVs is
designed to enable SaaS ISVs to:
● Help their clients rapidly realize the full benefit of the ISV’s
solution and increase user adoption
● Remove Integration as a sales inhibitor
● Allow professional services teams to focus on application
deployment rather than integration and data migration
● Solve the entire life cycle of integration needs: data quality
and migration, real-time integration and data extraction
● Narrow the choice of partnering options, including co-sell,
resell and embed or bundle
3. 3IBM Software
The WebSphere Cast Iron integration solution for ISVs offers
three options to get you started quickly. IBM can:
1. Train your team to deploy build-and-deliver integrations
yourself
2. Lead the building and delivering of the first few integrations
to your clients until your team believes you are ready to take
over some or all of the integration work.
3. Manage the building, delivering and supporting of the
integrations so you can focus on your application.
Why partner with IBM?
With thousands of production integrations and the industry’s
leading products, IBM is uniquely positioned to provide partners
with unparalleled experience. The WebSphere Cast Iron
Integration solution for ISVs, as part of the IBM PartnerWorld
program, enables you to meet your integration and data
migration requirements by equipping your team in the following
five key areas.
● Marketing. Go to market faster, smarter and more profitably
using a robust portfolio of marketing resources at your finger-
tips through IBM PartnerWorld. World-class resources are
available that address all parts of the marketing cycle to help
you identify opportunity, generate demand for your offerings
and go to market with the advantages gained by your alliance
with IBM. Valuable support is also offered to help you drive
opportunity and deepen your success among midmarket
clients.
● Selling. A wealth of resources is available through
IBM PartnerWorld to help you sell IBM-based products,
services and solutions. Teaming with IBM can connect you
with opportunity—and can help you manage the opportunity
throughout the sales cycle. IBM can assist you each step of
the way to help you make the most of each sales opportunity.
● Technical. From product and solution enablement to pre-
and post-sales technical support, IBM PartnerWorld delivers
resources to help you build, design, sell, implement and sup-
port IBM technology. Resources are available through online,
remote and onsite support options. Your technical vitality is as
important to IBM as it is to you—and that’s why IBM invests
in comprehensive technical support.
● Training. New skills learned—or existing ones refined—
extend your reach into new markets and enable you to increase
your value to clients. As an IBM Business Partner®, you
will have access to extensive training and education resources
through IBM PartnerWorld. Learn what you want, when and
where you want to.
● Collaboration. Collaboration has never been more critical.
Connecting with colleagues, clients, potential prospects and
partners is essential. Building and maintaining these relation-
ships can extend your reach into new markets, broaden your
capabilities, extend your reputation and grow your revenue in
new and more profitable directions. Through PartnerWorld,
IBM invests in resources to help connect you with
IBM Business Partners that have complementary skills
or expertise and IBM subject matter experts.
4. 4 IBM WebSphere Cast Iron Cloud integration solution for ISVs
Key benefits of using the WebSphere Cast
Iron integration solution for ISVs
Competitive advantage
● Ability to integrate with your client systems rapidly, offering
integration as a service
● Create new or more profitable revenue streams from client
integrations
● Access to proven technology with hundreds of production
SaaS clients
● Customized marketing collateral tailored to your specific
audience
● Always-on integration demo portal accelerates your sales cycle
Lowest cost of integration
● Reduce or eliminate the need to invest in building teams of
integration specialists
● Outsource some or all of the integration and data migration
activities to IBM
● Repeatable and scalable cloud infrastructure, enabling
management and monitoring from anywhere, at any time
● Reduce risk associated with integration and migration service
engagements by leveraging IBM’s proven agile-client-delivery
methodology
Leverage the power of cloud computing
● Collaborative design and runtime experience that exploits a
rich, rapid development environment that draws resources
on demand from the cloud, without sacrificing the usability
expected of a robust integration tool
● Manage and monitor from anywhere, at any time with a
cloud hosting environment
● Choice of integration delivery options (Appliance, Virtual
or Cloud) provides a seamless transition between cloud and
on-premise environments as your organization’s application
landscape changes
● Develop and manage the solution or let IBM take care of it
for you
Rapid, efficient development experience
● Ready-to-use integration with optimized, prebuilt connectivity
to all major SaaS applications, including Salesforce.com, ADP,
SuccessFactors, Taleo, NetSuite, RightNow, Eloqua,
Big Machines, Right90, Xactly and many more
● Prebuilt connectors for all major enterprise applications,
including enterprise resource planning (ERP), customer
relationship management (CRM) and financial applications
● Full connectivity to all major databases, flat-files, web services,
enterprise service buses (ESBs) and messaging systems
● Access to an extensive, on-demand community library,
containing Template Integration Processes (TIPs) for the
most common integration scenarios
Rewarding your investment in IBM
IBM PartnerWorld is a tiered program with three distinct levels
of participation that reward your investment in IBM—Member,
Advanced and Premier. IBM Business Partners who invest
more in their IBM relationship receive higher-value benefits
and resources. The more you align your business with IBM—
increasing sales, developing specialized skills and demonstrating
valuable expertise and client satisfaction—the more IBM can
connect you to opportunity.
5. 5IBM Software
● Member. Member level requires minimal commitment—
simply complete the online registration form and accept the
IBM PartnerWorld agreement. There is no charge to join.
In return, IBM provides support for a broad portfolio of
IBM products and technologies.
● Advanced. Advanced-level Business Partners have demon-
strated a high level of skills and market success. They are
committed to maintaining a prosperous business relationship
with IBM.
● Premier. Premier Business Partners have demonstrated
superior skills and market success. They actively collaborate
with IBM to deliver significant client value through innovative
solutions.
In support of the growing cloud computing opportunity for
Advanced and Premier Business Partners, IBM offers the
IBM Cloud Computing Specialty. This new specialty provides a
broad ecosystem for IT companies to work together and deliver
a wide range of cloud computing services and technologies for
clients of all sizes and industries.
The IBM Cloud Computing Specialty supports five solution
areas for Business Partners who demonstrate their expertise
and client success in cloud computing:
● Cloud application providers deliver applications through
the cloud, such as with Software as a Service (SaaS)
● Cloud builders engage in consultative and solution selling of
multiple IBM offerings and want to more fully participate in
cloud opportunities to win higher value, higher margin deals
● Cloud infrastructure providers operate a public
Infrastructure as a Service (IaaS) or Platform as a Service
(PaaS) for app vendors and companies to develop, test and
host solutions
● Cloud services solution providers have an established
practice, leveraging one or more IBM cloud offerings and
providing end-to-end cloud solutions to their clients
● Cloud technology providers offer the tools, services and
technologies that help other IBM Business Partners and
enterprise clients use the cloud more effectively
To learn more about the IBM Cloud Computing Specialty, visit:
ibm.com/cloud/partner
For more information
To learn more about the IBM WebSphere Cast Iron integration
solution for ISVs, please contact your IBM marketing represen-
tative or IBM Business Partner, or visit the following website:
ibm.com/partnerworld or call (408) 956-3380.
Additionally, IBM Global Financing can help you acquire the IT
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enable effective cash management, and improve your total cost
of ownership. IBM Global Financing is your smartest choice to
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For more information, visit: ibm.com/financing