IBM Process Automation Manager

Open Edition
IBM Decision Manager
Open Edition

Level 1 Seller Deck

Derek Roy, Advisory Technical Content Professional

Derek.Raymond.Roy@ibm.com

Alex Feinberg, Principal Software Architect

feinberg@us.ibm.com
Table of contents
1. Market opportunity

2. Product overview

3. Influencers, buyers, pain

points, and prospects

4. Competitive overview

5. Qualifying questions
and conversation starters

6. Pricing and packaging

7. Client case studies

8. Call to action

9. Additional resources
Please consider reviewing the client presentation before continuing
Business automation
market size

16.1 billion
market size in 2021

35 billion
market size by 2025
Market size (billions) 35.252
27.98
CAGR for 2021 to 2025 of 18.626
22.169
16.133
21.6%

Source: GMV1H22 Cloud Middleware Extension March 30, 2022, Process mining
2021 2022 2023 2024 2025
estimates from IDC Intelligent Process Automation Forecast (not in GMV), ECM and
Capture oppty split using IDC percentages.
IBM and Business Partner Internal Use only
 Workflow automation market

CAGR for 2022 to 2030

of more than 23%

$78 billion
market size by 2030

95% of IT and
engineering leaders
believe their companies
prioritize workflow
automation

Source: GlobeNewswire on an Acumen Research and Consulting report

June 14, 2022, Workflow Automation Market to Cross US$ 78 Billion by 2030
Process and decision automation to help IT teams
deliver business results

Adapt rapidly to Improve customer Increase Maximize IT

market changes experiences productivity cloud investments

Extract rules away Ensure consistent and Visualize business Take advantage
from code and manage predictable experiences processes and their of modern cloud
them separately, by executing the right outcomes to see how architectures to save
changing them process at the right time the business is money, increase agility,
dynamically as the and using the same operating, and ensure and improve flexibility.
business changes. process, regardless the right work is being
of channel. done by the right people
at the right time.
Architected for the cloud
• All components are available as
container images, ready for
deployment on Red Hat OpenShift.

• Deploy on any public cloud or

on-premises without any
change in functionality

• Kogito-based serverless
decision management

• Improve scalability, reliability, agility,

responsiveness, and productivity
• Deliver more features, faster
• Avoid vendor lock-in
• Ensure cost-effectiveness
Developer friendly
• Limitless flexibility to build applications
exactly the way developers want

• Use modern, familiar Dev/Ops practices

and tools:
• IDEs (for example, VSCode)
• Source code control (Git and Maven)
• CI/CD pipelines (Jenkins)

• Improved developer productivity

• Better quality applications
Open source, open standards
• Fully open-source software:
• Includes latest innovations
• Stability: fully tested,
supported by IBM
• Secure and transparent
• Supports OMG standards
(DMN1.4, BPMN 2.0)

• Ensure automation services integrate

with legacy and 3rd party applications
• Collaborate with business users
• Mix and match solutions from
different sources
• Mitigate risk
Value proposition to take to clients

For developers who want to build modern, highly customized, business

automation applications, IBM Process Automation Manager Open Edition
and IBM Decision Manager Open Edition are powerful, flexible application
automation solutions with cloud-native tooling to help a client’s business
applications run efficiently at scale on the cloud.
Key messages to existing clients

• IBM offers the most complete portfolio
for all workloads.
• Address a new set of Automation projects
with fit-for-purpose tools
• Unleash developers so that they can
build more powerful applications
• A client’s investments is in good hands with IBM
• Clients will see more investment and contributions
by a wider community
• Clients will have more integrated options
for automation

IBM has nearly 30 years of experience

helping clients design and manage workflows
Workflow automation blog on IBM’s experience
Influencers

Who: Developers and Procurement analysts.

What: Implementers of the solution, users

of the solution, and solution researchers.

Why: These roles will have a great deal of

input on the choice of solution due to their
roles in using or deciding between solutions.
Buyers

Who: CIO, CTO, Enterprise Architect, Chief

Architect, and Director of IT.

What: Technology leaders, architects of the

company’s technology, and directors of the
company infrastructure.

Why: These roles will have the most

knowledge, expertise, and control over the
technology stack of their company.
Pain points

Scalability Productivity
Struggle to grow processes Loss of productivity due
and technology with to human error or
business. process flaws..

Customer experience
Losing customers due to wait
times or inefficient hand offs.

Reliability Adaptability and agility

Tools and solutions that Inability to adapt to market,
are not performing up regulations, or random event.
to standard.
Prospects
New clients

Orgs subject to frequent change

Orgs starting business-rules projects

IT departments

Existing BA clients

Orgs using more expensive or

advanced BA solutions

New digital transformation clients

Competitive landscape

Pega Platform
BPM and Case Management Camunda Platform 8
ServiceNow Platform
Appian Platform Workflows
BPM and Workflow

Fico Blaze Advisor Decisions Platform

Actico Platform
Digital Decisioning

Business Rules Manager

Camunda battlecard
Strengths
• Large ecosystem
of tools and plugins
• Task list built on React
• Customizable UI
• A small, fast engine
Camunda Platform 8 • Strong optimization
• Free open-source
software
• BPM commercial platform
Weaknesses
• Doesn’t target case or
content workflows
• Doesn’t participate in
analyst reports
• Weak low-code tooling
• No drag and drop editors
• No drop-down config
• Not completely open-source

• Open-source and proprietary Process Automation Manager (PAM) and Camunda Platform 8
components

• Supports BPMN 2.0 • PAM is 100% open-source, Camunda isn’t.

• PAM runs natively on OpenShift leveraging operators and more
• Decision engine functionality capabilities, Camunda doesn’t
• PAM includes complete decision management support, which
• Business process modeler
Camunda can not match
functionality
• Camunda is a small company (~200 employees) and can’t
• Admin functionality deliver the same level of support as IBM
Qualifying questions

Adaptability Centralized control Communication

Do changes in Does the Does the IT

business systems organization have department properly
require immediate rules and business understand
response? policies spread out business
across different requirements?
applications?
Conversation starters

“I would like to gain a better understanding of your

current business automation strategy. What tools
are you using and how do you ensure complex
automation follows business requirements?”

“Many of our clients are saving time, increasing

quality, and reducing costs by automating complex
business operations – and they do this using
flexible, developer-focused, open-source tools. I
would like to discuss with you some of the best
practices and approaches that we have observed.”
Parts and pricing - subscription
Standard parts to use, subscription only openly available offering for PAM / DM

Process Automation Manager

Part Term Part Number Monthly Price

IBM Process Automation Manager Open Edition Virtual Processor Core Monthly License Monthly D0BF1ZX $530.00

IBM Process Automation Manager Open Edition Virtual Processor Core Subscription License Annual D0BF2ZX $416.67

Decision Manager

Part Term Part Number Monthly Price

IBM Decision Manager Open Edition Virtual Processor Core Monthly License Monthly D0BERZX $265.00

IBM Decision Manager Open Edition Virtual Processor Core Subscription License Annual D0BESZX $208.33

Sizing Calculator IBM and Business Partner Internal Use only

Electric Market Company case study

“Process Automation Manager let us

compute large sets of rules and make
In response to the rapidly
changing energy market these customizations quickly and
EMC must launch system reliably. As a result, we can add new
EMC improved changes quickly and applications and adapt to market or
process times reliably while maintaining
regulatory changes swiftly”
24/7 availability for
by nearly 40%. transactions and
compliance, with ___________________
regulations from
Singapore’s Energy
Market Authority. Lau Chee Kong
Senior Vice President, Technology,
Energy Market Company
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
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:
• Onur Bucukoglu EMEA:
VP, WW Business Automation Sales • Don Seymour
• David Keyes Sales Leader for Business Automation
Principal WW Business Automation Sales Leader • Reinhold Engelbrecht
• Tim Wuthenow IBM Technology
Worldwide Solution Architect – Business Automation Business Automation, Technical Sales Manager
Former Red Hatter focused on PAM/DM • Nigel Crowther
• Greg Violette European Tech Lead for BAMOE
Principal - Global IBM Business Automation Technical
Sales Leader APAC:
• Geneviève VanDenBoer • Ann Thye Kuah
Global Program Director - Workflow, Business Automation Segment Leader
Decisions, RPA, & Process Mining • Boon Tee Tan
Technical Sales Senior Technical Specialist,
Business Automation, IBM Technology
Americas:
• Jeff Ewing • Japan:
Principal Sales Leader - Americas, • Nobuo Hamasaki
IBM Business Automation Technical Sales Leader Japan
• Zach Silverstein • Hiromi Katoh
Americas Tech Lead for BAOME SME-Business Automation
• Shintaroh Yokotani
Senior Automation Technical Specialist Manager