IBM Decision Manager

Open Edition

Level 2 Seller Presentation

Alex Feinberg, Principal Software Architect

feinberg@us.ibm.com

Derek Roy, Advisory Technical Content Professional

Derek.Raymond.Roy@ibm.com
Before you begin

Make sure you have taken the pre-requisites:

• Business Automation Manager Open Editions
Fundamentals Level 1 course
• Decision Manager Open Edition Level 2
Client Presentation

There is also a co-requisite:

• Process Automation Manager Open Edition
Level 2 course
Selling IBM Decision Manager

• Determine which decision management

product to lead with
• Identify prospects
o By organization
o By role in the organization
• Start conversations and ask productive
questions of prospects
• Listen for and respond to common objections
• Share case studies
• Gain competitive insights
• Find resources and contacts
Decision management decision points
Seller Guidance

IBM Cloud Pak for BA IBM Operational IBM Decision Manager

Automation Decision Services Decision Manager Open Edition

• Primarily business • Software as a Service • Primarily Java developers

developers (SaaS) • Open source is a priority
• Low-code business tooling • UI for testing and simulation • Microservice architecture
• OotB machine learning • Complex governance • Strict DMN compliance
integration • Native z/OS runtime • Complex event processing
Decision flow chart Start

Open source SaaS IBM Operational

More required No Required Yes Decision Manager
No
important
Less
important

Low-code
Who builds
Business Decisions Yes
developer
IBM Cloud Pak
Detailed
IT No
developer
for Business Automation
Automation Decision Services
Seller
Guidance
OotB ML
Microservice
Integration Yes
More architecture
important
Less No
important More important Yes Yes

Complex
Strict DMN UI for Testing Native z/OS
Objects or
Yes Compliance No Less & Simulation No Execution
Governance
important
No

IBM Decision Manager

Open Edition
Prospecting

By organization
• Industry / Sector
• Stage of their automation journey
• Existing software

By role in the organization

• Influencer
• Decision maker
Prospecting
Sector and industry
Ideal candidates
Banking Finance
• Highly regulated industry
• Subject to frequent changes
• Heavy reliance on big data
• Make the same operational Insurance Healthcare
decisions over and over

Energy Travel
Prospecting
The automation journey
Ideal candidates
• Planning a rules-based project
• Building new applications
• Existing open-source users
Other candidates
• Existing competitor’s clients
• Existing Red Hat clients
Prospecting IT staff LoB experts
Stakeholders
Influencers IT managers LoB managers

• Implementers of the solutions Influencers

• Users of the solutions
Procurement
• Provide input to the decision
makers
CIO CTO
Decision makers
• Technology leaders
• Make buying decisions based on Enterprise Chief
Architect Architect
input from the influencers. Decision makers

Director of IT
Ask the right questions
Influencers
• Are you satisfied with your current
approach?
• What, if anything, is automated?
• Do you have a vendor?
• Do you worry about vendor lock-in?
• How quickly can you adapt to change?
• Who makes the changes?
• Are rules embedded in app code?
• Are they spread across multiple apps?
Ask the right questions
Decision makers
• Is it hard to determine how and why
decisions were made?
• Are the rules being followed consistently?
• Would your business benefit from
decision models being interchangeable
across lines of business?
• What are your thoughts on using
open-source automation projects?
• How is the collaboration between your
IT department and lines of business?
Handling objections

Isn’t Decision Manager One of the main goals of IBM

oriented to developers? Decision Manager is to reduce
complexity by separating decision
logic from application code.

It has business-oriented authoring

tools which allow business users to
model rules while IT developers
focus on building and deploying
the applications which use them.
This greatly improves collaboration
between the teams.
Handling objections

My IT team loves That’s precisely why you should

open-source projects, consider an enterprise-grade
but I’ve heard horror product like IBM Decision
stories about getting Manager. It is fully open source,
timely support for but provides the customer
open-source code. service and support you need
for mission-critical applications.
Handling objections

We are already Many clients have moved

using a business to Decision Manager from
rules solution from other vendors and achieved
another vendor. significant technical and
business benefits as well
as cost savings.
Experity case study

“We wanted a solution that would let us

Processes Experity Healthcare create and manage a large volume of rules,
50,000 billing sought to free its billing
experts from the complex
helping us free our expert billers to focus on
transactions billing decision-making to providing faster, better service to our clients.”
focus on more valuable
daily in just client work. “Decision Manager has an easy-to-use
1-2 hours By automating decision-
interface that would let us shift rules
making with Decision management from IT engineers to business
Manager, they can analysts who have more knowledge on
Reduced time accommodate clients’ medical coding.”
needed for rule unique billing rules,
saving time and creating ___________________
changes from a foundation for business
Brandon Zweifel
growth.
weeks to days Software Development Manager,
Experity Health
NTT Comware case study

“Compared to competing solutions, we

NTT Comware’s app, found Decision Manager to have far
LIKEUP, must provide more flexibility in input format, where
personalized, real-time
Anyone at the recommendations in
anyone at our company can set rules
company can order to better serve if they have an idea or a need.”
clients throughout the city
create rules with their transportation ___________________
based on user needs. They also need
to accurately calculate
outcomes behavior forecasts to
Naoya Tajima
relieve traffic congestion
Senior Manager, Big Data Solutions Department,
for shopping promotions.
Enterprise Business Division, NTT Comware
Competitive insights
FICO Blaze Advisor
FICO Decision Modeler
• DMN Contributor, but only
recently integrated DMN
support into offerings
• Claims that Blaze Advisor is
the world’s leading decision
rules management system
• Supports PMML
• Limited deployment options
o Blaze Advisor –
on-premises
o Decision Modeler –
proprietary cloud
Pega Platform Decisions Platform
• Not a generalized rules • Small company
modeling product • SaaS platform
Camunda Platform • Decision management is
• No-code decision
• DMN Contributor based on workflow “next management platform
best action” analytics
• Mostly open-source, but • Focus on financial services
enterprise edition include • Decision management not
proprietary features offered separately
• Lacks drag-and-drop editors
• Decision management is
not offered separately
• Small company, unable to
scale support and services SAS Decision Manager ACTICO Platform
• Don’t participate in analyst • Predictive analytics to • Small company
reports determine “next best action” • SaaS platform
SAS Business Rules Manager • No-code decision
• Uses analytics to discover management platform
business rules • Focus on financial services
• Emphasizes governance
IBM and Business Partner Internal Use only
Call to action
Review the sales kit and enablement content.
IBM Sellers
Contact existing Business automation
clients to discuss the Process
Automation Manager announcement
and positioning.
Start to prospect for new
opportunities
IBM Business Partners
Reach out to current IBM business
automation partners to discuss
the announcement and positioning.
Provide guidance on enablement
and pipeline building.
Contact existing Red Hat Process
Automation Manager partners
to discuss recruitment, positioning,
skills enablement
Blogs and product FAQs

• Sales Announcement - NEW to

IBM Business Automation

• Introducing IBM Process

Automation Manager Open Edition

• What's New in Workflow and

Decisions: Open Editions

• External FAQ

• Seller internal FAQ

Additional resources
Seismic Links:
• PAM / DM Sales Kit
• PAM / DM Solution Brief
• PAM / DM Announcement
• Sizing Calculator
• Cloud Pak for Business
Automation
Client 101 Deck
• Camunda Battlecard

Other Links:
• Access Red Hat Partner
Training Portal
(IBM only, access guidance)
Contacts
WW: EMEA:
• Onur Bucukoglu • Don Seymour
VP, WW Business Automation Sales Sales Leader for Business Automation
• David Keyes • Reinhold Engelbrecht
Principal WW Business Automation Sales Leader IBM Technology
• Tim Wuthenow Business Automation, Technical Sales Manager
Worldwide Solution Architect – Business Automation • Nigel Crowther
Former Red Hatter focused on PAM/DM European Tech Lead for BAMOE
• Greg Violette
Principal - Global IBM Business Automation APAC:
Technical Sales Leader • Ann Thye Kuah
• Geneviève VanDenBoer Business Automation Segment Leader
Global Program Director - Workflow, • Boon Tee Tan
Decisions, RPA, & Process Mining Senior Technical Specialist,
Technical Sales Business Automation, IBM Technology

Americas: Japan:
• Jeff Ewing • Nobuo Hamasaki
Principal Sales Leader - Americas, Technical Sales Leader Japan
IBM Business Automation • Hiromi Katoh
• Zach Silverstein SME-Business Automation
Americas Tech Lead for BAOME • Shintaroh Yokotani
Senior Automation Technical Specialist Manager