Partner Prospecting Guide

GT Software products develop and deploy APIs that quickly and easily connect legacy mainframe systems to modern web, mobile and packaged apps through a no-code, drag-and-drop interface. Below you’ll find a comprehensive guide for targeting, qualifying and solutioning potential business. Click the headers to jump to a particular section, or if you have any questions or need sales help, please don’t hesitate to reach out.

  1. Targeting
    • Roles
    • Industries
    • Company Initiatives
  2. Qualification
    • Pain Points
    • Qualifying Questions
    • Use Case Scenarios
  3. Solution
    • About GT Software
    • Value Proposition
    • Key Benefits
  4. Differentiation
    • Objection Handling
    • Key Differentiators
    • Case Studies
  5. Additional Resources
    • Helpful Links
    • Request Sales Assistance

Companies like these use GT Software to leverage their mainframe investment

Successfully Target Prospective Users

Look for these roles within the organization:

Business Level

• C-Level executives (CIO, CMO, CTO, CEO)

Technical Level

• Project Managers (often responsible for application delivery)
• Digital Transformation Architects, Analysts, Specialists
• Enterprise IT Architects
• Mainframe Developers

Some verticals have particularly high mainframe adoption:

Key Industries

• Banking
• Insurance
• Financial Services
• Healthcare
• Aviation
• Automotive
• Retail

Some corporate initiatives could indicate potential interest.

Key Initiatives

• Connecting the mainframe to hybrid cloud, cloud applications like Salesforce, or ESBs like Mulesoft
• Planning a modernization or application process
• Developing an API Strategy
• Initiating real-time payments or fraud detection solutions
• Interested in web or mobile services that access data from the mainframe
• Investing in business process management
• Using CICS, IMS, IDMS, Adabas, Natural, Datacom or Ideal, or a mix of multiple data sources
• Aiming to reach out to new systems like packaged applications via web services SQL

My team was able to maintain focus on the day-to-day work priorities without having to learn a new language. Ivory Service Architect made working with the existing mainframe applications a non-intrusive and simple process.

Project Manager of France Galop

Qualifying Potential Opportunities

Identify challenges in the organization:

Pain Points

• Our legacy systems are impacting digital transformation
• We must satisfy business needs more quickly, at a lower cost
• We have external systems that need instant, bi-directional access to our mainframe
• Our mainframe development teams are over capacity and can’t keep up with demands for APIs
• We have a tight deadline to implement external access to mainframe applications, and the process is time-consuming and complicated
• We’re concerned about the cost of our upcoming mainframe initiatives
• We’re concerned about the negative impact of upcoming initiatives on MIPs, multiple subsystems (CICS and IMS) or 4GLs (Natural, CA Ideal, etc.)
• Our users and customers require modern interfaces/APIs for efficiency and customer satisfaction
• We need to easily deploy mobile device applications that require mainframe access

Helpful questions for qualification:

Board/C-Level (CEO, CIO, VP Digital Transformation, VP Enterprise Architecture

• Are there mainframe modernization initiatives underway or planned that require real-time integration or interoperability with your core business applications residing on the mainframe today?
• How does your mainframe fit into your hybrid cloud strategy?
• Is it important that you connect the mainframe to the cloud or modern platforms like Salesforce and Mulesoft?
• Are instant payments or the PSD2 directive important to you?
• How are you developing API’s today for mainframe applications? Is it hard to do? What is the time frame and how much is it costing you?
• Is the Open Banking initiative on your radar?
• Is digital enablement a strategic initiative?
• Is there pent up demand for your current IT services or for new ones to be developed that you cannot get to because of resource constraints?
• Do you have any web or mobile portals in place today for use by customers or staff that integrate to your back-end core business systems? If yes, are they working the way you want them to, or are there deficiencies? What are the major issues and how do they impact customer experience or business operations?
• Is it a critical need to have real-time access to applications currently running on the mainframe?
• Are our integration initiatives taking longer to deliver than required by the business?
• How difficult is it for your integration solutions to be modified to accommodate new and changing business requirements?
• Are you experiencing any business impact from competition, revenue loss, or increased operational expenses due to the time it takes to develop modernization solutions with your mainframe systems?
• Is real-time access something that you would like to have for your business analytics?
• How are you getting system-of-record data into your analytics now?
• Would you be open to hearing about some of GT’s successes on how our mainframe integration technology has helped other organizations deliver real-time systems faster, at much lower cost, and with more agility resulting in a better customer experience, increased revenue, greater competitiveness, and lower operational costs?

IT/User Level (CTO, Enterprise Architect, Application Development)

• Are there modernization initiatives underway or planned that require real-time integration or interoperability between mainframe systems and distributed applications, such as web portals and mobile apps?
• Do you have any web or mobile portals in place today for use by customers or staff that integrate to your back-end core business systems? If yes, are they working the way you want them to or are there deficiencies? Do these involve a lot of low-level coding and testing to implement?
• Are these integrations real time against your backend transactions? Or are they near real time via a change data capture or data replication type technologies?
• Do you rely on direct access (ex. SQL) to your backend databases (ex. DB2, IMS DB) for integrating with other applications?
• Are you doing integration to your mainframe applications via transactions, screen-scraping, or direct program execution?
• Is the integration to the mainframe just inquiry (read-only) or also update?
• Is it a critical need to have real-time access to applications running on the mainframe?
• Are there security concerns about replicating the system of record data off the mainframe onto other platforms?
• How long does it take to respond to new business requirements for additional system-of record data off the mainframe?
• Does your current integration method involve a lot of low-level coding to implement (ex. Java, JavaScript, .NET)?
• How long does it typically take to build a new integration API to a mainframe transaction/program, including testing?
• How easy is it to modify an existing mainframe integration API to adjust for new business requirements? Are delivery delays impacting the business?
• Is your process for integrating to the mainframe systems efficient or too time-consuming? Is it easy or painful to modify?
• Would you be open to hearing about some of GT’s successes on how our mainframe integration technology has helped other organizations deliver real-time systems faster, without having to build and maintain a lot of low-level integration code?

Use Case Scenarios:

24/7 Access for Employees and Customers

It’s vitally important today that mainframe-based companies have the ability to integrate legacy applications with new mobile technologies to give their customers and workforce access to the most accurate information, whenever and however it is needed. For this, they need easy bidirectional access to operations-critical, mainframe applications.

Unifying Systems For Real-time Access

Open Banking, instant payments and fraud detection are global financial initiatives that require near instant access enterprise systems. A large French bank needed to enable their legacy mainframe systems to accept and initiate instant payments through a third party, but enabling their systems for real-time was a daunting programming effort. They used Ivory Service Architect to enable both inbound and outbound APIs calls in just a fraction of the development time.

Tight Project Deadlines

Tight deadlines for data integration projects are common. Luckily, they are also a great opportunity for GT Software. GT Software’s Integration Solution requires much less technical expertise than the competing products and incorporates automated business-logic encapsulation using drag-and-drop techniques. It is not complicated, nor time-consuming, as it can be configured without programming skills.

Customer Self-service Access to Account Information

Today’s consumers of information insist on easy and quick access to data. In fact, Nuance Research reports that 2 out of 3 consumers prefer self-service over speaking to a customer service representative, and 72% of consumers have a more positive view of a company if it provides a mobile customer service application. The founder of Constellation Research echoes the importance, “Mobility provides a competitive advantage to organizations that have incorporated and embedded it into business processes. More than just another channel, mobility has earned its place as a mindset for not only the consumer world, but also the enterprise.”

Why Ivory?

The Solution

About GT Software:

Elevator Pitch

For more than 35 years, GT Software has been empowering nearly 1-in-5 of the Global 500’s technology infrastructure.
Our solutions help organizations extend the value of their IT investments through agile development and standards-based
APIs, which improves workflow and enhances operational efficiency.

Value Proposition

GT Software helps organizations integrate their mainframe environments to modern technologies through a no-code, drag and drop API creation platform.

Key Benefits

• Fast creation of REST and SOAP APIs with no coding required
• Designed to support all mainframe platforms, languages and data
• Easily adapt complex integrations for new requirements
• Optimize technical resource productivity

Product Sales Sheet

With GT Software’s integration solution, Ivory, you can bring new capabilities to your existing technology. Designed to work across a variety of programming languages, Ivory combines drag and drop capabilities with a no-code platform to provide a truly effortless REST or SOAP API creation and integration experience.

Differentiation

What sets us apart:

Key Differentiators

• Allows for orchestration—creating APIs at the right level of granularity
• Solution is delivered easily and quickly
• Requires no code written, generated or changed, and no re-hosting
• Easy to install with minimal or no training
• Integrates all mainframe assets within a web service, regardless of underlying platforms, languages and data formats
• Requires no additional MIPS usage
• Supports all specialty engines, including IFL, zAAP, and zIIP
• Low total cost of ownership (TCO)

Common Objections

We have internal teams that build and manage our integrations. Not only have we made an extensive investment in these teams and their resources, but they have the institutional knowledge required for efficient integrations.
– Ivory Service Architect’s no-code, drag-and-drop platform is easy to use and does not require mainframe experience. It will allow your existing teams to create integrations five to ten times more quickly, so you can better support agile development and other major initiatives.

We already have our mobile apps (or other APIs) connected to the mainframe.
– Nearly all companies already have some integrations in place, but they find when they need to update, modify, iterate, or adapt the environment, the complexity of the existing API solution becomes an obstacle. American Airlines had a first generation mobile application for their aircraft maintenance. When it no longer met their needs, they found the effort required to re-write the existing APIs was time consuming and cost-prohibitive. Instead, they decided to use Ivory to quickly and easily rebuild a flexible and adaptable environment to create new APIs with new capabilities.

We’re planning on getting off the mainframe.
– We have a number of customers that started the process of migrating critical applications off the mainframe, but quickly found that it is far more time-consuming and costly than expected. They embarked on the strategy because they did not see how the mainframe could meet their future needs. They ultimately determined, however, that they could better keep up with new requirements by keeping the existing mainframe applications in place and building new capabilities around it. Ivory is designed to extend the mainframe environment and quickly connect legacy programs and data to modern web and mobile applications in a low-risk manner.

IBM provides Z/OS Connect for free. Why would we pay for something?
– Many of our customers started with z/OS Connect and after several years realized it does meet their needs. Unlike Ivory, z/OS Connect cannot handle the complicated tasks of process automation, orchestration, or aggregations, which are often required in today’s complicated integration environments. Our customers find that Ivory allows them to develop robust, complex APIs five to ten times faster and at a lower cost than z/OS Connect.
– “Free” does not mean there no associated costs
– You need to consider both the purchase and support costs of Liberty Profile (Websphere).
– IBM pricing is very complicated. While there might be not be any cost initially, there likely will be in future ELA renewals.
– z/OS Connect runs on the mainframe and will result in additional MIPS costs. Ivory has the flexibility to run outside of the mainframe, and avoid these fees.

We already use an ESB [Mulesoft, etc.]
– Most ESB vendors only offer entry-level connectors with basic capabilities that cannot adequately support the complicated environments that are required for today’s platform integrations. Additionally, using an ESB as the primary mainframe connector is expensive, in terms of both the integration code writing costs and the new ESB server licenses required to meet the increased workload. Ivory is specifically built for mainframe integrations, and is designed to handle the most complicated environments.

How big of a company is GT Software? I have never heard of them.
– GT Software was founded more than 35 years ago and has been 100% focused on mainframe technology since its inception. We’ve helped over 2,500 companies across the globe, including many of the Global & Fortune 500. No company is better positioned to help you maximize your mainframe investment by allowing you to build cost-effective, complex, real-time API’s across your organization.

We have not budgeted for your tool, nor can we afford it.
– While most software companies only give you one pricing model, there are multiple pricing options for Ivory that are sized for your specific needs. It’s very affordable with entry level packages starting at as little as $4,000 per month.

Case Studies

See how we’ve helped other companies with their modernization initiatives.

Have questions or need help with a prospect?

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