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ANALYTICS Finance and Banking Transformation Watson Worldwide

Focus on the future with IBM solutions at Vision 2017

Disruption across industries is moving fast and our clients are demanding innovative, integrated and secure solutions to reach their new clients and markets through new modes of interaction that are digital, mobile and always contextually sensitive. Our ability to respond quickly to our clients’ transformation requirements with cost-effective business models is our strategy—from building roadmaps to execution of their vision, integrating with existing infrastructure and building and deploying new industry solutions that include cognitive capabilities.

Through IBM Industry Platforms, I’m confident that together we can continue to dominate across industries, including Financial Services industry areas of customer insight, wealth management, counterfraud, payments, regulatory compliance and blockchain. Our Q1 Business Partner route-to-market sales results are undisputable—we overachieved our growth targets, for example. I’ve been traveling through Asia Pacific this month, meeting with existing and new partners and some of your key clients, and I want to share a few success stories and best practices with you.

First, let’s talk numbers. Business Partners are transforming industries using our building block portfolio solutions with your trusted advisor expertise and services. In Q1 we achieved:

  • 137 percent of our growth plan
  • Cultivation of SaaS signings
  • Strong performance for our fraud and payments solution offering areas, which were responsible for almost 60 percent of Q1 revenue

Second, many of you are using an embedded software go-to-market approach, using embedded solution agreements, to maximize your ability to monetize high-value packaged repeatable solutions you are selling and deploying with your clients. Numa Solutions closed a significant risk analytics solutions sale in Asia Pacific in Q1, embedding IBM Algorithmics and OpenPages offerings and packaging this with their IP as a differentiator, to accelerate wins with clients in their markets. Another notable win was by a Business Partner, Compta, with Sales Performance Management. Compta leveraged their relationship with Vodafone, the second-largest telco supplier in Portugal, to win a highly competitive deal, closed through a strong team sales approach including IBM Business Partner Sales, GBS and Compta. If you have questions on how you can leverage an ESA agreement framework in your go-to-market solutions approach, please contact Prashant Gupta at [email protected] or John Scott at [email protected].

Third, join us at our IBM Vision conference beginning on May 16, with a day devoted to our Business Partners. As part of our Business Partner updates you will hear about market growth trends, Watson Financial Services and Industry Platforms roadmap updates, including best practices to help you win more opportunities. For more information on the Business Partner update day, please review the Business Partner tab on the ibm.com/vision site.

Finally, if you have adjacent industry and domain skills and client focus, I suggest you take a closer look at our best-in-class building block offerings for the high-growth FinTech sales space and also participate in our newly launched IBM Cloud for Financial Services open beta. We are looking for ISVs with Financial Services IP and data. Learn more by viewing our recently recorded webcast.

Thank you again for your investment in IBM Watson Financial Services Solutions and our Industry Platforms. Let’s accelerate development of a new pipeline and maximize sales to our Industry clients together!

Call to action:

  1. Register to join us at Vision 2017 and participate in the Business Partner Day on Tuesday, May 16.
  2. Review the recorded webcast from April 18, 2017 to learn more about how the IBM Cloud for Financial Services is open and ready for Business Partners.
  3. Review new Sales and training assets across IBM Customer Insights for Banking, Wealth management and Insurance on PartnerWorld.
  4. Join the FinTech revolution and take advantage of the IBM Cloud for Financial Services open beta.

Let’s continue to dominate as we collectively evolve our businesses, lead in client success and never look back!

Amy Lewis
Director – Worldwide Business Partners Sales and Ecosystem Development, Watson Financial Services Solutions, Industry Platforms

Amy Lewis, Director, Worldwide Business Partners Sales and Ecosystem Development for Watson Financial Services Solutions, Industry Platforms, is responsible for Business Partner Channels growth strategy, go-to-market planning and sales for Watson Financial Services Industry Platforms. Ms. Lewis has over 18 years of leadership experience in consulting, business analytics and performance management enterprise software industries. She joined IBM through the Cognos acquisition in 2008, where she was Director, Global Financial Performance Management, Business Partner Channels.

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