IBM Among Cloud Top 500

IBM Recent Developments

Acquisition strategy may shift in response to Cloud focus.

IBM Key Enterprise & Cloud Applications

Clearleap, IBM Campaign, IBM Commerce on Cloud, IBM Configure, Price, Quote, IBM Customers Experiene Analytics, IBM Interact, IBM Marketing Cloud, IBM Procurement, IBM WebSphere Commerce, Kenexa, Sterling, Ustream

SCORES Analysis

IBM Strengths

It would not do justice to say that IBM has bought itself into the Cloud.

For decades IBM has been selling turnkey solutions – or timeshare systems - that render licensing and installing software obsolete. Still acquisition has become an effective means for IBM to better position itself in the age of the Internet, which has expanded the concept of computing to cover all kinds of online technologies.

Over the years IBM has invested billions of dollars acquiring companies that provide different Cloud products and services. In the enterprise applications space, IBM has bought Kenexa for talent management, Demantec for demand management, Tealeaf for customer experience management, Vivisimo for search, Varicent for incentive compensation, Emptoris for sourcing, Unica for marketing, Coremetrics for Web analytics and Sterling Commerce for Electronic Data Interchange, Managed File Transfer and Configure Price Quote, just to name a few.

More recent purchases include Xtify for its cloud-based mobile messaging tools and Silverpop, for cloud-based marketing automation. Following these acquisitions, IBM proceeded to integrate them – now exceeding 100 applications - in order to drive better data quality and decision making for line of business managers from sales and marketing executives to those responsible for HR, IT and supply chain.

For example, IBM Mobile Feedback App, a new cloud-based mobile application that allows these LOB users to quickly plug into the opinions and ideas of employees.

IBM's retail merchandising cloud, formerly Demantec now includes a new capability to help multi-channel and pure play retailers increase sales and profitability, while maintaining a competitive price position. The bottom line is that the granddaddy of computing is capable of delivering a new breed of Cloud applications that leverage IBM’s expertise in hardware and middleware, outsmarting some of the startups because of its deep pocket and a deeper understanding of millions of its customers. When combining its applications, software infrastructure and services for private, public and hybrid clouds, IBM already achieved $7 billion in revenue for Cloud-based solutions in 2014, up from $4.4 billion in 2013 and $2.6 billion in 2012.

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• Key differentiators
• Domain Expertise
• Product portfolio
• Solution scope

IBM Revenues, $M:

Type/Year	2015	2016	YoY Growth, %
Total Revenues, $M	Subscribe	Subscribe	Subscribe
Enterprise Applications Revenues, $M	Subscribe	Subscribe	Subscribe
Cloud Applications Revenues, $M	Subscribe	Subscribe	Subscribe

* Enterprise Applications Revenues = License + Support & Maintenance + SaaS
** All revenue figures are estimates based on public records, Cloud and Non-Cloud business models in Apps Run The World's vendor database, and annual survey results including vendor feedback.

IBM Revenue Breakdown By Type, $M:

Type	License	Services	Hardware	Support & Maintenance	SaaS
% of Total Revenues	Subscribe	Subscribe	Subscribe	Subscribe	Subscribe
Revenues, $M	Subscribe	Subscribe	Subscribe	Subscribe	Subscribe

IBM Enterprise Applications Revenues By Functional Markets, $M:

Split by Functional MArkets	% of Total Revenues	2016 Enterprise Apps Revenues, By Functional Markets, $M
Analytics and BI	Subscribe	Subscribe
Collaboration	Subscribe	Subscribe
Content Management	Subscribe	Subscribe
Customer Relationship Management	Subscribe	Subscribe
eCommerce	Subscribe	Subscribe
Enterprise Performance Management	Subscribe	Subscribe
ERP Financial Management	Subscribe	Subscribe
ERP Services and Operations Management	Subscribe	Subscribe
Human Capital Management	Subscribe	Subscribe
IT Service Management	Subscribe	Subscribe
PLM/Engineering	Subscribe	Subscribe
Project Portfolio Management	Subscribe	Subscribe
Procurement	Subscribe	Subscribe
Sales Performance Management	Subscribe	Subscribe
Supply Chain Management	Subscribe	Subscribe
Treasury and Risk Management	Subscribe	Subscribe
Total	Subscribe	Subscribe

IBM Enterprise Applications Revenues By Verticals, $M:

Split by Verticals	% of Total Revenues	2016 Enterprise Apps Revenues, By Verticals, $M
Aerospace & Defense	Subscribe	Subscribe
Automotive	Subscribe	Subscribe
Banking and Financial Services	Subscribe	Subscribe
Communication	Subscribe	Subscribe
Construction and Real Estate	Subscribe	Subscribe
Consumer Packaged Goods	Subscribe	Subscribe
Distribution	Subscribe	Subscribe
Education	Subscribe	Subscribe
Government	Subscribe	Subscribe
Healthcare	Subscribe	Subscribe
Insurance	Subscribe	Subscribe
Leisure & Hospitality	Subscribe	Subscribe
Life Sciences	Subscribe	Subscribe
Manufacturing	Subscribe	Subscribe
Media	Subscribe	Subscribe
Non Profit	Subscribe	Subscribe
Oil and Gas	Subscribe	Subscribe
Professional Services	Subscribe	Subscribe
Retail	Subscribe	Subscribe
Transportation	Subscribe	Subscribe
Utility	Subscribe	Subscribe
Total	Subscribe	Subscribe

IBM Revenues By Region, $M

Region	% of Total Revenues	2016 Total Revenues, $M	2016 Enterprise Applications Revenues, $M	2016 Cloud Applications Revenues, $M
Americas	Subscribe	Subscribe	Subscribe	Subscribe
EMEA	Subscribe	Subscribe	Subscribe	Subscribe
APAC	Subscribe	Subscribe	Subscribe	Subscribe
Total	Subscribe	Subscribe	Subscribe	Subscribe

IBM Direct vs Indirect sales

Region	Direct Sales	Indirect Sales	Total
Type %	Subscribe	Subscribe	Subscribe
Revenues, $M	Subscribe	Subscribe	Subscribe

IBM Customers

No. of Customers: Subscribe

No. of Enterprise Applications Customers: Subscribe

No. of Cloud Customers: Subscribe

No. of Cloud Subscribers: Subscribe

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• Reference wins across regions
• Customer Size segments
• Customer wins momentum

IBM Opportunities

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• Market Opportunities at the vertical and subvertical levels
• Mergers and Acquisitions (M&A), Funding
• Geo Expansions

IBM Risks

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• Ability to handle internal and external risk and challenges

IBM Ecosystem

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• Health of ecosystem
• Network Effects of BPO, ISV, SI
• VAR Partners
• Direct vs Indirect sales

IBM Cloud Infrastructure Insights

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• Cloud Infrastructure (IaaS)
• Cloud Platform (PaaS)
• Cloud Application delivery (SaaS)
• Data Center (Hosting)

Research Methodology

Data used in research reports are derived from publicly available documents, continuous surveys of applications vendors, customers, resellers, Independent Software Vendors, systems integrators and other verifiable sources.

Vendor shares and market forecast results are based on a combination of existing databases as well as demand side and supply side research conducted throughout the year with validation from vendors, customers, channel partners and documentations such as earnings releases and 10Q and 10K filings, vertical industry studies, regional and country-level statistics from public and private institutions(i.e. colleges, universities, government agencies and trade associations).

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