Jean Karich – BP Channel Marketing & Enablement Manager October 7, 2009 Q 4 Business Partner Sales Plays Target SUCCESS in 4 Q 09 © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 President Obama honors IBM's Blue Gene with National Medal of Technology and Innovation All of IBM's key business lines - hardware, software and services, and the researchers who conceived and invented Blue Gene - along with IBMers everywhere, can share in this honor and recognition. - Sam Palmisano President Obama will personally bestow the award at a special White House ceremony on October 7, 2009. 2 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM … always an industry leader. . . on T. V. , in print, on the web and in the blog-o-sphere You. Tube –IBM TV on Smarter Planet You. Tube - IBM Study: The New Voice of the CIO You. Tube – Cloud Computing: Why Choose IBM You. Tube –IBM Cognos Express Communities Linked. in - IBM and BP Blog Group Linked. in - IBM Express Advantage Linked. in – IBM Smarter Healthcare Intel show New IBM Bladecenter with next Xeon processor 3 Twitter - Check out Twitter for cool information like Do’s and Don’ts on Social Media Sandy Carter’s SOA Tweet Up events , System x / Blade, System Storage and Lotus Domino Exchange IBM Uncloaks Eight Core Power 7 Processor – 8/26/09 Facebook - IBM Express Advantage Link Facebook – IBM Software Newsletter TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM's Midmarket Clients have told us they want access to: ü • IBM and 3 rd party Subject Matter Experts, including BPs, analysts and customers, at no charge ü • Industry trends ü • Relevant information to solve business problems and address challenges ü • Other CIOs from mid-sized businesses Drawing on the advice and insights midmarket clients have shared with IBM"s senior leaders in recent months, we launched info. BOOM!!!, a joint partnership between IBM and CIO. com. targeted to Midmarket CIOs and Senior IT Leaders. How you can leverage info. BOOM!!! There are three primary ways for Business Partners to get involved: Promote: Help drive awareness of the experience as a valuable tool among your customers Participate: Contribute perspective and interact with Subject Matter Experts (SMEs) and community members Become a SME: Allocate time and expertise to be a featured Subject Matter Expert Check out info. BOOM!!! at: http: //theinfoboom. com Must-know people, ideas and opinions for mid-sized business 4 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 2009 Q 4 Executive Summary § Generate Q 4 Momentum Ø Attend the Webcast “Responding to Today’s Demands with a Dynamic Infrastructure” on Tuesday, October 20, 11: 00 am ET Ø Leverage the New! IBM Midrange Storage Product Pricing and Discounting CC 0908 -253 § Attend Key Events Ø Attend Pre-announce Education via the 10/13 Dynamic Infrastructure Virtual Education for Business Partners Ø Attend Storage Networking World, October 12 -15, Phoenix, AZ Ø Attend IBM Information on Demand 2009, October 25 -30, Las Vegas Ø Attend Monthly Brand Kick-Off Calls: Power , System x, Storage (web address changes monthly) Ø Keep in touch with upcoming IBM events, and schedule your own, at your local IBM Innovation Center. Locations § Call to Action Ø Spend your co-marketing dollars NOW to drive demand for your virtualization solutions by using Just Push Go templates Ø Get prepared for IBM ISS Professional Certifications with Courseware on Partner. World. One (1) no charge test voucher available person, per exam through 12/31/09. (509 -937) Ø Complete STG Financial Selling Modules for the New Economic Environment in 2 H 09 Education Modules Ø Bookmark out the General Business BP Essential Play Catalog for play updates Ø Download the New! IBM Software Business Partner Widget today! 5 Stay up-to-date on promotions and incentives with bi-weekly cross-brand Speedsheets TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Smarter Planet Messaging Map Context Client Needs IBM Value Proposition The world is getting flatter, smaller and smarter Responding To New Behaviors Making Better Decisions Consumption Choices 6 More Agility Your best partner on a smarter planet Smarter Industries Conversations Along Two Dimensions Doing More With Less • Smarter Grids (E&U) • Smarter Oil and Gas (C&P) • Smarter Transport’n (T&T) • Smarter Risk Mgt (Bkg / FM) • Smarter Healthcare --------------------- • Telecommunications • Government • Insurance Key Themes • Smart Work • New Intelligence • Green & Beyond • Dynamic Infrastructure Cloud, Managed Business Process DELIVERY Outsourcing, Traditional client-led TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 What’s NEW! For October 20 Attend the 4 Q 09 Pre-Announce Virtual Education Event and learn about hardware, software and services announcements Agenda: • October LAUNCH ESSENTIALS: "What You Need To Know!" • NET IT OUT! Fast-paced synopsis of our 3 rd integrated Dynamic Infrastructure launch of 2009. • Offering Overview webcast • Dynamic Infrastructure: Anatomy of a Deal for Business Partners • Listen and learn from your peers how to effectively sell Dynamic Infrastructure! • Dynamic Infrastructure Partner Program update for ISVs • New! Dynamic Infrastructure program for Business Partners. • Optional follow-on breakout sessions New and Improved delivery portal features: • Interactive opportunities to engage with Subject Matter Experts • Live moderated chat rooms available during event • Ask Techline a question Prepare for the announcement: üInvite clients to the 10/20 Dynamic Infrastructure Announcement Webcast üKeep up-to-date with the DI Sales Portal on Partner. World , and the Systems Widget for Business Partners, over 1, 700 users and growing üRegister for 10/26 -29 Dynamic Infrastructure Top Gun Class in Potomac, MD. first come, first serve! Certification Testing Lab to be provided. üPlay the DI Simulator Game – available now! Fine tune your consultative selling skills targeting C-level executives. 7 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 October 20, 2009 Announcement Analytics Desktop and Devices Infrastructure Compute Smart Business End User Support on the IBM Cloud Lotus Live NEW - Lotus. Live i. Notes IBM Smart Business Analytics Cloud for System z Smart Business Test Cloud Smart Analytics System Compute on Demand IBM Cloud. Burst Smart Business Desktop Cloud Smart Business Systems Pre-integrated, workload optimized systems Smart Business Storage on the IBM Cloud Information Protection Services (enhancement – Smart Business Backup Svcs) Business Services BPM Blueworks (Design tools) Smart Business Expense Reporting on the IBM Cloud Smart Business Storage Cloud IBM Information Archive Existing 8 Infrastructure Storage Smart Business Desktop on the IBM Cloud Smart Business on the IBM Cloud Standardized services on the IBM Cloud Smart Business Cloud Private cloud services, behind your firewall, built and/or managed by IBM Collaboration Development and Test Smart Business for SMB (backed by the IBM cloud) New - Oct TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Smarter Planet Cloud Advertising, TV, Videos and Landing Page Click On Pictures for Hyperlink 9 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 contents 1 Dynamic Infrastructure Cross Brand Plays chart 12 2 Cross Sell Solutions Sales Play chart 18 3 Cross Brand Competitive Sales Plays chart 19 4 Mid-Market Infrastructure Solutions chart 24 5 Global Technology Services chart 28 6 IBM Software Sales Plays chart 31 7 IBM ISV / IDR Quarterly Checklists chart 34 8 Industry Systems Retail Sector Plays chart 36 9 IBM Global Financing chart 40 10 11 10 Express Seller Updates chart 42 Partner. World Updates chart 45 © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 16 accredited Dynamic Infrastructure Business Partners! IBM BP Specialty Level BPIC B/R EE V&C Sirius Elite 4 ü ü ü Mainline Elite 2 ü ü Micro Strategies Elite 1 ü II Geography HQ-coverage TX - Nationwide FL- Nationwide and Canada Program Criteria NJ Nationwide • ü Vicom Computer Services Elite 1 Agilysys Specialist 1 DSS (Direct Systems Support) Specialist 1 LRS Specialist 1 Logicalis Specialist 1 Meridian IT Specialist 1 ü MSI Specialist 3 ü NE – Nationwide Sycomp Specialist 1 ü Northern CA- California Glass. House Specialist ü ON – N. A. except Quebec CIBER Specialist 1 Essex Techn Specialist 1 Mapsys Specialist think. ASG Specialist 11 NY Nationwide Partner resells broad IBM portfolio (hardware, software, services) Demonstrable infrastructure sales & technical skills Extensive skill certifications Customer references in specialty area ü ü CA - Southern CA – East Coast / West Coast ü IL – Midwest, Southeast, ü IL – Nationwide ü IL - Nationwide ü CO - Nationwide ü NJ - Northeast ü 1 OH - Nationwide and Canada ü • • • Partners are provided tools to perform assessments • IT Strategy Workshop (Elite) • Business Resilience Assessments • IT Optimization & Energy Efficiency Assessment • Information Infrastructure Assessment Link to DI Announcement Letter ……. Federal BPIC ……. # of BPIC locations B/R ……… Business Resilience EE ………. Energy Efficiency V&C……… Virtualization & Consolidation II…………. . Information Infrastructure OH – Ohio, Indiana, Michigan CA - Southern California TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Dynamic Infrastructure Cross Brand Sales Play Value Proposition DI: Cloud Computing – Gain Access from Anywhere With Cloud BP: Cloud Computing provides access to new customer sales and services opportunities, and generates additional revenues, in the integration and distribution of business information. New! Cross Brand: Power, System x, System z, Storage, GTS, SWG, IGF Client: Cloud and Service Management Offers provide fully integrated solutions that install and configure easily and quickly with minimal human interaction and IT staff required to install or maintain. DI 12 Enablement, Promotions & Incentives Enablement §Smart Business Announcement including Cloud – 10/20/09 §BP Education on IBM Cloud Strategy on the BP Newsline agenda for 11/4/09 call §Cloud Computing: A down to earth view – Learn more about the marketing opportunity, strategy, and offerings on October 6 - 9 - Business Partner enablement series §IBM Smart Business Storage Cloud - #609 -057 –Scale Out File Services §Cloud Computing Sales Kit, seller & customer education, deliverables, white papers §Cloud Burst Sales Kit for BPs §Cloud IBM TV Ads §Cloud Customer Site §Smart Analytics Education §Cloud Connect Community Blog §Demand Generation: “Lotus Knows” Promotions & Incentives §Computing On Demand Test Drive Offer §Lotus. Live Engage 30 day Trial §Software Certification – offers & promotions Call to Action Account Planning §Target customers with on-premise development environments and budget challenges and consisting of 50+ servers being used for test / development. (Test/Dev Private Cloud) §Target clients in all industries that have 1, 000 or more end user clients and face significant and growing IT complexity and costs. (Desktop offer) §Target enterprises that have a need to collaborate inside and outside their firewall in order to innovate and execute ideas quickly. Call to Action § Attend all Cloud Computing education and use materials to develop a Cloud sales strategy for your firm. §Validate hardware, software and services re-sales qualifications to ensure you are authorized to sell the components that match your sales strategy. §Interact with IBM Field Sales personnel to develop a joint Cloud marketing plan. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Dynamic Infrastructure Cross Brand Sales Plays Sales Play Green Infrastructure Refreshed! Cross Brand: Power, System x, System z, Storage, Tivoli, GTS, Value Proposition Enablement, Promotions & Incentives BP: Increase your lead generation potential with a wide range of offerings designed to help BPs sell solutions and service offerings. Enablement § New! DI Simulation Game § Sales Enablement for BP sellers: Dashboard (decision trees, conversation starters , education, success stories, etc. ) §Play Education: üFinancial Selling Module for Energy Efficiency ü"How to Sell" Energy Efficiency & Sales Play Overview üIT Efficiency Play Scenario Web Lecture üEnergy Management Play Scenario Web Lecture §Green Storage Webcast Client: Reduce datacenter costs by reducing your physical IT infrastructure through consolidation and virtualization, lowering power and cooling requirements. DI 13 Promotions & Incentives §Free 60 day Trial of Tivoli for Energy Management §Dynamic Infrastructure Specialty certification announcement, 509 -896, provides benefits ($25 K/ $100 K) §DI Certified BP can offer Energy Efficiency assessments with new IT Optimization tools. §IBM Power Rewards, Customers moving from competitive systems to IBM could earn points toward eligible Software and Services. . §SCON incentive program, earn up to $11 K, expires 12/1/2009. Call to Action Account Planning Target CEOs, Site & Facilities, and IT Managers with solutions to reduce cost, improve utilization, and do more with less. Call To Action §Prepare with Sales Play Education, and use client presentation to explain cost savings benefits to clients. §Understand the Suite of Alinean tools, and how to use them. §Offer no-charge Energy Efficiency Assessments or offer your own services. §Drive clients to the Energy Efficiency briefings. §Check out the latest on ‘Green & Beyond’ deliverables TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 Dynamic Infrastructure Cross-Brand Plays Sales Play Reduce Cost through Virtualization Refreshed! Cross Brand: Power, System x, Storage, ISS, Software (Tivoli, Websphere), GTS, IGF Value Proposition Enablement, Promotions & Offerings Call to Action BP: Identify virtualization opportunities in the midmarket and large enterprise space by leveraging virtualization and consolidation solutions and offerings. Mid-Market Enablement §New! Just Push Go templates for email and webcast marketing §Review sales play Quick Reference Guide §New! Softek Enablement Roadmap (CC 0809 -241) §New! Quick & Custom Return On Investment (ROI) tools for data migration – generates client presentation §Data Mobility Services – Softek §IBM Data Migration Services - Softek 2, 5, 10 TB bundles for SMB (US: 509 -823 & 609 -017) §GTS Service. Pac offerings for Implementation Services & Maintenance Large Enterprise Enablement §New! Campaign Designer – Virtualization Business Value §Reduce Cost through Virtualization BP Dashboard includes quick reference guide, training, case studies, references Account Planning §IT decision makers in mid-sized & LE companies ( >100 employees) with > 10 servers, especially competitive clients. §Target Industries: All Industries, particularly Banking, Wholesale, Industrial Products and Retail. §Typical Sponsors: IT Decision Makers, C-level, IT Executives, Chief Strategist Mid-Market Call to Action §Purchase ROI Green assessment tool §Use Just Push Go marketing roadmaps to create email or webcast tactics §Conduct a seminar using Dynamic Infrastructure Seminar in a Box §Send clients a free copy of: Energy Efficient Data Center White Paper §Use Getting Started Guides to understand Softek value, product positioning, and available resources for: Data Migration & Data Protection Large Enterprise Call-to-Action §Take 15 minutes to use the Systems Consolidation Evaluation Tool to ID opportunity for server/storage consolidation, and provide quick ROI analysis. §Nominate accounts for cross-platform assessments – performed by STG Lab or Migration Factory. §Drive clients to Virtualization Webcasts and Events Client: Simplify, virtualize and consolidate your IT environment while reducing operational costs up to 50% and energy costs up to 40% a year. DI 14 Promotions & Incentives §Earn up to $10, 250 IBM System x and IBM System Storage 2009 Business Partner new customer incentive (509 -518) • Data Mobility Services – Softek TTL incentive (US 509521) – 5% quarterly rebate §IBM Power Systems New Customer BP Incentive Client offers §Power Rewards for migration to IBM §Blade. Center Clearance Corner §Partner. World Migration/SCON Assessment (preapproval needed) §Softek TDMF flash demo – keep this is still in place §Green IT Primary Research Study IBM/Infotech Study 2009 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Information Infrastructure Cross Brand Sales Plays Sales Play Securing Data with High End Disk and Tape New! Cross Brands: Storage (DS 8000, TS 1100 TS 3500, LTO), Tivoli Key Lifecycle Management and GTS Value Proposition Enablement, Promotions & Incentives BP: Increase your ability to compete for storage business with security solutions that include high end disk and tape. This will allow you to increase the overall opportunity profit. Enablement §October 13 th Virtual Launch Education: Dynamic Infrastructure Announcements October 20 th highlighting new DS 8000 enhancements. Watch the Widget for specifics §October 16 th IBM Virtualization Engine Update §Protecting your Data with Confidence Webcast §Apply for Information Infrastructure Solution Specialty under Dynamic Infrastructure Specialty and gain access to the Storage Security Assessment. §Review the Information Infrastructure Security Sales Kit Client: Securely share information across the enterprise. DI 15 Promotions & Offerings §IBM Internet Security Systems Services §IBM Information Security Assessment §IBM Information Protection Services §IBM Implementation Services for tape systems – tape encryption and key management (607 -061) §IBM System Storage Information Infrastructure - Information Security with Encryption Solution Offering 509 -514. §Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer Call to Action Account Planning Target CFO, CIO, VP of IT of large enterprise customers that are looking to improve security of data on storage media while enabling secure sharing of information. Call to Action §Invite your customers to an Information Infrastructure Storage Optimization Study or Workshop (STG) §Take your customer through the Storage Optimization Self-Assessment. §Invite your customer to High End Tape and Disk Executive Briefings in Tucson. 4 th Quarter events TBA. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Information Infrastructure Cross Brand Sales Plays Sales Play Protect More. , Store Less With Information Infrastructure Solutions Refreshed! Cross Brand: XIV, Protec. TIER and SVC Value Proposition BP: Grow your customer base, revenue and profit margins by penetrating accounts where you may not have been successful in the past. Client: IBM has cutting edge, highly differentiated storage offerings that lower customer costs and improve efficiency. Enablement, Promotions & Incentives Enablement §Protect More. Store Less. Quick Reference Guide §When selling XIV, leverage the XIV TCO Tool or IBM XIV Novus ROI Tool §When selling Protec. TIER, leverage the Protec. TIER TCO Tool § Use SVC Alinean Tool with new SVC content §Take sales education: How to Sell IIS Promotions & Offerings §New! List price configurations of the IBM Protec. TIER appliance were reduced 33% to 47% 309 -811 and 309812 §New! IBM Business Partner discounts for selected IBM Storage Area Network (SAN) products increased by 11% 509 -1048 §New! XIV Implementation Services (609 -056) DI 16 §IBM System Storage Information Infrastructure - Information Availability with Virtualization Solution Offering 509 -418. §Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer Call to Action Account Planning §Target CFO, CIO, VP of IT of large enterprise customers who are concerned over tight processing windows for backup (30 TB’s per night of data backups). §Target enterprises with 30 TB or more of disk storage and multiple vendors, open environments (non-mainframe) with little or no existing IBM disk storage. Call to Action §Review and utilize the XIV Sales Kit, Protec. TIER Sales Kit, SVC Sales Kit, IBM Protec. TIER De-Duplication Sales Kit §Successfully complete the IBM XIV Technical Certification §Leverage XIV Event in a Box on Campaign Designer §Invite your customers to an Information Infrastructure Storage Optimization Study or Workshop. §Invite your customer to Accelerating SVC implementations with Softek TDMF Web lecture §Invite your customer to Open Systems Executive Briefing in Tucson. 4 th Quarter dates TBA. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Information Infrastructure Cross Brand Sales Plays Sales Play Move up to DS 5000 New! Brand: DS 5000, GTS, IGF Value Proposition BP: Grow your customer base, revenue and profit margins by upgrading your current install base and attaching to all server sales. Client: IBM has cutting edge, differentiated storage offerings that lower customer costs and improve efficiency. DI Enablement, Promotions & Incentives Enablement §New! 20 City Future of Storage - DS 5020 Roadshow – US, Can, LA §New! August 25 th announcement DS 5020 §New! Economic Justification Toolkit §Refreshed! Leverage the Mid. Range Storage Portal • Know Your IBM for BPs DS 5100: 2800 points / $700 DS 5300: 4000 points / $1000 Promotions & Offerings §New! IBM Midrange Storage Product Pricing and Discounting CC 0908 -253 §IBM Implementation Services for DS 5000 disk systems (608 -055) Call to Action Account Planning Target CFO, CIO, VP of IT customers that have DS 3200, DS 3300, DS 3400 or DS 4800 s for 2+ years or multiple DS 4400 s, DS 4500 s or DS 4700 s. Call to Action §Touch all of your DS 3000 and DS 4000 installs to discuss the benefits of this new announcement §Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer 17 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Dynamic Infrastructure Cross Brand Sales Plays Sales Play IBM Comprehensive Data Protection Solution Refreshed! Cross Brand: IBM Tivoli Fast. Back, System x, Storage (DS 3000 and DS 4000), GTS, IGF Value Proposition BP: Sell hardware and software together to improve your overall margins and provide a competitive edge. Client: A solution that provides easy to use back up and data restore functions. Enablement, Promotions & Incentives Enablement §New! CDP Event in a Box in Campaign Designer §Refreshed! Comprehensive Data Protection Solution Sales Kit Additional Enablement: üRefreshed! Mid. Range Storage Portal üKYI module on Comprehensive Data Protection Solution Learn and Earn üFast. Back Collateral Links üTSM Fast. Back Web Site üIBM System x 3550 üImplementation Services for disk system – Service. Pac Promotions & Incentives §Service. Pac Rebate 509 -411 up to $30 each §Remote Technical Support Service. Pacs up to $300 each 508 -657 §Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer § KYI 509 -484. Earn 40 – 300 sell and earn points on System x and DS 3000 products. §Earn up to $10 K with the System Storage/Tivoli information infrastructure Business Partner Incentive - 508 -621 Call to Action Account Planning §Target mid-sized customers that are looking for a backup and restore solution. §Target enterprise customers looking for Windows based server-side CDP in data centers or Branch offices. Call to Action §Attend the CDP training replay of the Everything Channel Net Seminar §Plan a campaign with the CDP Event in a Box in Campaign Designer §Invite customers to Tivoli Fastback Live Demo § Ask top customers about their disaster recovery plan. üAre they compliant? üDo they have a growing demand for storage capacity? CROSS SELL SOLUTIONS 18 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Cross Brand Competitive Sales Play Value Proposition Competitive Migration: Winning with IBM Systems & Storage BP: Help your customers build smarter businesses that can be more efficient, green, flexible, intelligent and global. Increase your cross brand customer install base and earn money by utilizing migration and SCON assessments. Refreshed! Cross Brand: Power, System x, Storage 19 Client: IBM Systems and Storage can help you reduce costs by simplifying your IT environment, reducing power consumption, consolidating server sprawl better than HP, Dell, SUN and EMC Enablement, Promotions & Incentives Enablement § Three Sales Enablement areas: ü Winning with IBM Systems and Storage: New! Must download - STG Sales Play Activation Guide – Your guide to competing against Dell, EMC, HP, and Sun. Including elevator pitch and quick reference guide. üSales Play Dashboard ü New! Competitive Virtualization with Power and System x Sales Kit ü New! Sun Tape Take-out Competitive Sales Play kit: Show Sun-Oracle customers how IBM can reduce risk and reduce cost in their tape investment! § IBM Systems Consolidation Evaluation Tool (aka Alinean TCO tool) for Power Systems, System x / Blade. Center and Storage: Tool and Sales Kit § Migration Factory § Migration Case Studies § BP Co-marketing available via Campaign Designer: HP, Dell, Sun and EMC § Consolidation and Virtualization Assessments Promotions & Incentives § New! Migration Assurance package § New! IIS Storage Solution Bundle IGF offer § New! IBM storage products no-charge removal program 309 -526 § IBM Power Systems New Customer BP incentive (509 -470, 509 -471) § IBM Power Systems, System i and IBM System p incentive for Gen Bus (509 -472, 509 -473) § Power Systems trade-in program § IBM Power Rewards Sales Kit, customer deliverable and external promotions website § IBM Global Financing for MM and LE customers Call to Action Account Planning Target HP, Dell, Sun and EMC customers who are challenged with aging infrastructure, server sprawl & high TCO (due to high space, power and cooling expenses). Call to Action §Utilize Campaign Designer to target HP, Sun, Dell and EMC customers. §Use IBM Systems Consolidation Evaluation Tool to run a quick TCO analysis. §Leverage no-charge Consolidation and Virtualization assessments and services to progress leads. §Utilize IBM Global Financing, Competitive Technology Briefings, and promotions and incentives to help close opportunity. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Cross Brand Competitive Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action Competitive Migration: Scale Up Your Applications with IBM Systems BP: Drive IBM systems solutions in Sun and HP accounts and identify new opportunities as well as develop annuity streams for services and support. Enablement § New! Must download Sales Guides: ü STG Competitive Scale Up Your Applications Sales Guide ü Oracle Sales Guide ü SAP Sales Guide § Customer Deliverables: ü New! Migration Assurance package Manage Growth ü Do More with Less ü Reduce Risk ü IAP Web Portal § IBM Migration Factory § Migration Case Studies § IBM Migration Services for Tape Systems § Competitive Financial Selling Module § Assessments, Tools and Services: ü IBM Systems Makeover Analysis for SAP Environments ü IBM Systems Makeover Analysis for Oracle Environments ü STG Lab Services ü IBM Insight Tool for SAP (Unique IBM Capability) Account Planning §Target customers who plan to upgrade to a new version of their application/ database, plan to add new workloads or have old and inefficient systems who cannot effectively scale their current workloads. Refreshed! Cross Brand: Power, System x, System z, Storage Client: The superior performance, scalability resiliency of IBM Systems help customers who are challenged by declining application performance, rising software licensing costs, and demanding service level agreements with their business-critical database and application workloads (i. e. SAP, Oracle, DB 2, Microsoft SQL). Call to Action §Identify 3 customers with SAP, Oracle, MSFT SQL installed on Sun and HP hardware. Use IBM Systems Consolidation Evaluation Tool to run a quick TCO analysis. §Leverage one of the Consolidation and Virtualization assessments and services to progress leads. §Utilize IBM Global Financing, Competitive Technology Briefings, and promotions and incentives to help close opportunity. Promotions & Incentives § IBM Power Systems New Customer BP incentive (509 -470, 509 -471) § IBM Power Rewards Sales Kit, customer deliverable and external promotions website for competitive installations § IBM Global Financing • IBM Power systems Rebate Offering, (NA only) • IBM z Rewards Program for competitive installations 20 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Cloud Computing- Quarterly Checklist Major Events üPulse Comes To You : Pulse brings the excitement, education, and üCloud Computing for Software Venders ’ 09 Conference: San experience of our global conference - Pulse 2009, to your city! Jose, CA - December 7 -8, 2009 üService Management Executive Summits: contact - Chris Benedetto üInformation on Demand - Las Vegas, October 25 -29, 2009 Join us in Las Vegas to learn how IBM can help you turn your information into a strategic driver of innovation, business optimization and competitive differentiation. üLocal Events: For local Cloud and Dynamic Infrastructure events, contact your local IMT marketing manager üBusiness Partner Advantage Newsline Call: November 4, 2009 - Cloud Computing Marketing & Enablement Actions üOctober 13: Dynamic Infrastructure Virtual Education Event: Required Education For IBM Sellers and IBM Business Partners: This role-based education event will provide you everything you need to know about the October 20 launch, and is a "must see" for all IBM sellers, IBM Business Partners and IBM marketing and communication teams. üOctober 20: Dynamic infrastructure Client Webcast "Responding to Today's Demands with a Dynamic Infrastructure Learn about IBM Smart Business & Cloud Computing Registration Link üIBM Cloud Computing: Reduce Costs, Improve services delivery and Enable Business innovation üWhat is Cloud really, and why IBM: Cloud Awareness for IBM Sellers Learn how to present the IBM Po. V on Cloud and introduce Smart Business Services & Cloudburst 21 üCloud Computing Sales Kit, seller & customer education, deliverables, white papers üCloud Burst Sales Kit for BPs üCloud IBM TV Ads üCloud Customer Site üSmart Analytics Education Click for Podcasts & Webcasts TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM STG - Quarterly Checklist Major Customer Events Storage Networking World, October 12 -15, Phoenix, AZ Virtual Events ü 10/20 Dynamic Infrastructure Launch Webcast üLink to All Dynamic Infrastructure Webcasts, upcoming and on-demand üTivoli Fastback Live Demo üProtecting your Data with Confidence Webcast Marketing Actions üTake advantage of the new updated Dynamic Infrastructure Specialty program, 509 -896, and leverage business development funding, assessment tools, and special designation. ü 2 H STG-hosted BPIC/BSSC events for midmarket üBuilding Your Dynamic Infrastructure with IBM Systems Power üDynamic Infrastructure with IBM Systems Storage üDynamic Infrastructure with New Generation of IBM Servers üHigh Performance Computing with IBM System x /i. Dataplex üDriving High Performance Computing with IBM System x i. Data. Plex and Blade. Center Education Actions ü 10/13 Dynamic Infrastructure Education Event üAttend IBM Comprehensive Data Protection Solution Everything Channel Net Seminar. üUse the Dynamic Infrastructure Event in a Box üAre you a Dynamic Infrastructure business partner? Contact cmlow@us. ibm. com to get on the DI distribution list. üUse IBM Systems Consolidation Evaluation Tool to progress opportunities üNew! DI Top Gun Class for business partners, register üSubscribe to the Dynamic Infrastructure Journal, external newsletter. üExecute a competitive demand generation activity by leveraging the HP, Dell, EMC and Sun campaign templates available in Campaign Designer. Promote current offers. üNew! DI Simulation Game – teaches consultative selling skills üNew! White-boarding training teaches IT transformation thought-leadership skills. Coming 10/20 ü Use the CDP Event in a Box in Campaign Designer üIncrease storage attach rate with all customers by utilizing current offers. 22 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM STG - Quarterly Checklist Major Customer Events Third Party Events IBM Proprietary Events IBM Executive Briefings – nomination link IBM Competitive Briefings nomination link Dynamic Infrastructure Gartner Data Center Las Vegas, December 1 – 4 th Contact: Sharon Feller Approx 70 IMT Mgr led Events IMT Event contacts Suzanne Burdon – Canada Erin Jefferies – Southeast Carla Fleming – Federal/Northeast Craig Ideno – West System z Mainframe New Workload Poughkeepsie, October 7 th & November 4 th Contact: Keith One Energy Efficiency Think Green, Data Center Design & Build Boulder, October 6 th Raleigh, November 4 th Contact: Sharon Feller POWER Power Briefing Austin, October 14 th & November 5 th Contact: Mindy Douglas Information Infrastructure Open Storage Technologies Tucson, October 8 th-9 th Contact: Kent Perry Competitive Virtualization Sys X Kirkland, November 3 rd Contact: Sue De. Simone Information Infrastructure Storage Networking World Phoenix, October 12 – 15 th Contact: Paula Koziol System x/Deep SEG 2009 Houston, October 25 th Contact: Sue De. Simone SC 09: Supercomputing Portland, November 14 – 20 th Contact: Lisa Gates 23 For more information, email contacts above, or see Public Events site. System x, Blade. Center and Storage Competitive Briefings Raleigh, October 13, November 17 XIV Customer Workshop Gaithersburg, October 7 th-8 th Contact: Kent Perry DS 8000 Adv Func Workshop Gaithersburg, October 13 -14 Contact: Kent Perry Virtualization Power Briefing Austin, October 29 th Contact: Lisa Gates Systems Management Power Briefing Austin, November 12 th Contact: Lisa Gates * Events are in the planning stages and subject to change. © 2009 IBM Corporation TOC
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Infrastructure Solutions Sales Plays for Mid-Market Sales Play Value Proposition Enablement, Promotions & Offerings Call to Action Complete Collaboration Solution for midmarket customers BP: Help increase employee productivity and efficiency through the use of collaboration solutions. Develop a niche in a fast growing cross-brand opportunity area to meet needs of on-premise and cloud-based opportunities. Enablement §New! Free Software Test Days - Everything you need to prepare for Growth Thru Skills Early Readiness Offer EXPIRES 10/31/09 §New! Lotus. Live Cloud Advantage Sales Kit §New! Complete Collaboration Solution Quick Reference Guide §New! Lotus BP Progression Kit §Lotus Live Engage video demo §Collaborative Innovation Resources - Key industries, target contacts, drivers with client needs. (includes SW, HW, Services Solutions) §Complete the 7 min Collaborate to Innovate Microcourse to learn how to address client challenges §Demo: Collaborate to Innovate - Business on the Rise Account Planning §Target clients who need to collaborate with employees, suppliers, and partners inside and outside of the firewall to innovate, execute ideas quickly, manage projects across dispersed teams and quickly locate expertise. §Target IT managers, Line of Business, C-level Executives Call to Action §New! Replay Lotus Knows to coordinate marketing/media plans and join the Vanguard Program §Watch the video demo of Lotus Live Engage §Utilize Financing: Funding your growth offers §Utilize the Collaboration Decision Tree to target existing and new accounts who could benefit from solutions in their organizations. §Utilize Demand Gen materials in Campaign Designer to develop marketing materials, customized with your firm's identity/solution message Refreshed! Cross Brand: Software (Lotus), System x, GTS, IGF Client: Reduce costs while increasing efficiency and innovation to remain successful while boosting productivity for users and administrators. Promotions & Incentives §Lotus. Live Engage 30 day Trial §Lotus Domino and Lotus i. Notes Trial 24 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Infrastructure Solutions Sales Plays for Mid-Market Sales Play Web Application Security: How safe is your business? New! Cross Brands: Software (Rational, Tivoli), ISS, GTS, IGF 25 Value Proposition Enablement, Promotions & Offerings Call to Action BP: Help clients reduce cost Enablement §New! IBM ISS Technical Workshops (CN 0909 -417) §New! Healthcare & Retail IBM ISS Industry sector solutions Financial and Government also available §New! X-Force resource materials –IBM X-Force Security Report: Breaking the News to your CIO Webinar Replay §New! Technical and Sales Enablement Roadmaps for Appscan §New! Web App security sales kit §Rational Appscan Playbook for GTM materials §IBM ISS Professional Certification with no charge courseware (509 -937) §IBM ISS Web content syndication (CC 0906 -178) §Updated! IBM ISS in e-Config tool. Tier 2 support Account Planning §Target industries include banking, wholesale, insurance, healthcare, retail, and manufacturing. §Target CEOs, CIOs, IT Directors, Chief risk officers, IT decision makers, security and compliance executives. and complexity of security, minimize the risk of escalating web application threats and drive add'l revenue with industryleading, software and services web application security solutions. Client: IBM provides an integrated end-to-end web application security solution that delivers secure, realtime, protection of web applications ensuring ongoing vulnerability management of web apps, real-time blocking of attacks, dedicated security for Web services and access management. coming in 4 Q 09. (CC 0909 -288) §Rational Just Push Go templates for Appscan §Addressing Web Application Security With Limited Resources Podcast §Managing A Growing Threat: An Executive’s Guide To Web Application Security §Security Assessment Tool §Promotions & Incentives §Know Your IBM Sell & Earn for IBM ISS up to 8, 500 points per product §IBM ISS Deal Registration discount (509 -961) §IBM ISS Proventia Network IPS for Crossbeam (US 509 -543) ends 12/31/09 §IBM ISS Proventia selected GX and MFS hardware products (509 -555) ends 12/31/09 Call to Action §New! Use the Rational Just Push Go roadmaps to execute marketing tactics §Refreshed! Utilize IBM ISS Sales Kits and Campaign Designer templates themes include: Reduce Cost While Increasing Security, Compliance and Data Security, Managing Application and End User, Endpoint Visibility and Control §Take ISS Certification Courseware to develop skills and prepare for exams. §Use no charge vouchers for IBM ISS Certification exams and assessments - ends 12/31/09 §Attend Monthly IBM ISS Business Partner Seller Calls TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Mid-Market - Quarterly Checklist Major Customer Events üBPIC /BSSC 2 H Event Topics (run through November 2009) Gartner Data Center Conference, 12/1 -4, Las Vegas, NV üPulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MI • 2 H BPICs -hosted Infrastructure events for midmarket. üIBM Information on Demand 2009, 10/25 -29, Las Vegas • Right Tools, Right Time, Right Place: Boost Productivity and Profits • Leveraging a Dynamic Infrastructure for Real Cost Savings üWorldwide Tivoli Foundations Virtual Launch Event 10/14 • Reduce risk of downtime in an economic downturn • Secure Vulnerabilities - A challenging economy is not the time to let down your üGet Smart Roadshows üChicago 10/6 guard • Data Access Mgmt - Limiting data exposure in an exposed economy üNYC 10/22 § 2 H STG-hosted BPIC/BSSC events for midmarket üSan Francisco 11/5 • Building Your Dynamic Infrastructure with IBM Systems Power üIBM Portal Excellence Conference 2009 San Diego 10/12 • Dynamic Infrastructure with IBM Systems Storage 10/15 • Dynamic Infrastructure with New Generation of IBM Servers üLotusphere 2010 January 17 - 21, 2010 in Orlando • High Performance Computing with IBM System x /i. Dataplex • Driving High Performance Computing with IBM System x i. Data. Plex and Blade. Center Marketing Actions üJust Push Go to deliver virtualization email and webcast tactics to your clients üPromote the Midmarket Security Assessment Tool , the Green ROI Assessment tool and the IBM Blade Assessment tool üAggressively present IBM Maintenance value to win using Approaches to defend against competition for Maintenance üEnter new opportunities for IBM ISS in Global Partner Portal (GPP) to receive Deal Registration discount 509 -961 26 Education Actions üAttend monthly WW IBM ISS BP Seller calls üGain sales and marketing knowledge using Technical and Sales Enablement Roadmaps for Appscan üListen to the Lotus Knows call and join the Vanguard Program üReal life virtualization stories – Business Execs share how they saved time and money üView the Collaboration Objection Handling Videos üComplete Know Your IBM (KYI) learning modules. üLotus Training üRational Monthly Sales Boot Camp training üFree Software Test Days - Everything you need to prepare for Growth Thru Skills Early Readiness Offer EXPIRES 10/31/09 üTop Gun Training TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Power Tactics System x Tactics Take Back Control with SVC Sun Tape Takeout (LE) DS 8000 Loyalty Play LTO Tape Loyalty Play X Move Up to DS 5000 X HPC Compute Intensive Workloads X e. X 4 Xperience IT x Reduce Cost through Virtualization Blade. Center S Data. Center Under your Desk Blade. Center – No Compromise X Business Partner Plays Win with POWER and Websphere POWER Adoption - Eliminate HP/SUN Sprawl with Power X Large Enterprise and Mid Market Plays and STG Sales Tactics 4 Q 09 i. Loyalty (i. Care) – System i Install Base Tactic Competitive Advantage - Using Power to Defeat SUN/HP Green Infrastructure Storage Tactics Cloud Computing – Gain Access from Anywhere with Cloud X Securing Data with High End Disk and Tape X X Protect More. , Store Less With Information Infrastructure Solutions. X IBM Comprehensive Data Protection Solution X Competitive Migration: Winning with IBM Systems & Storage X X Competitive Migration: Scale Up Your Applications IBM Systems X X X X X MM - Complete Collaboration Solution for mid-market customers MM – Web Application Security 27 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Global Technology Services Sales Play Value Proposition Maintenance & Technical Support BP: Offset shrinking margins for hardware with annuity revenue Attach and Renew Refreshed! Brand: GTS 28 Enablement, Promotions & Incentives Enablement §New! Price decreases on OEM maintenance for HP/Compaq & Dell (309 -823) §New! Pricing methodology for Enhanced Technical Support/Custom Technical Support for Storage to per Client: Best in class device (CC 0908 -260) service in the industry by highly skilled professionals §New! Client View Growth Initiative identifies accounts with low opportunity close rate (CC 0908 -259) §Refreshed! Know Your IBM Learn & Earn modules (3) – Updated module for Software Support Services §Maintenance & Technical Support offering information & collateral on Partner. World §Approaches to defend against competition §Service. Pac Product Selector tool – flash, xls §Web content syndication (CC 0906 -178) §Maintenance Management Services for SMB VAE 509 -903 (US) §Maintenance Contract Lifecycle Management (MCLM) tool. Canada deployment in 4 Q 09 Promotions & Incentives §Service. Pac rebate (up to $35 per) – US 509 -411 §Double Whammy incentive on Remote Technical Support Service. Pacs (up to $300 per) - US 508 -657 §Service. Elite incentives for Power Systems, System i, p, x - US 509 -529, WSU on System i, p, x & Storage - US 509 -530, System z - US 509 -409 Client Offers §IBM Global Financing alternative payment schedule for prepaid offerings (CC 0609 -194) Call to Action Account Planning §Bundle all customer proposals with IBM maintenance and software support services quotations. Use warranty exits and renewals as a “reason to call. ” Call to Action §New! Listen to replay of 8/25 Maintenance & Technical Support call. Topics include: Defending Against Third Party Maintainers and IBM Software Support Services Update §Get trained on MCLM and use the tool to identify sales opportunities §Sell maintenance AND software support services on all machines at time of new product sale. §Present clients with extended term (36 & 60 month) maintenance proposals §Execute marketing tactics to installed customers to drive upsell of Software Support Services TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Global Technology Services Sales Play Value Proposition Data Mobility and Data Protection Services – Softek BP: Additional revenue, high margin, value add services opportunity Refreshed! Client: Cut costs by accelerating data migration supporting new storage technology, consolidation, relocation and optimization of the storage infrastructure. Brand: GTS Enablement, Promotions & Incentives Call to Action Enablement §New! Softek Enablement Roadmap (CC 0908 -241) §New! Quick/Custom Return On Investment (ROI) tools – generates client presentation §New! Investment/Break-even Calculator: estimate how many Transactional Terabyte Licenses (TTLs) to recoup Business Partner firm investments §New! Softek Triple Play (CC 0908 -265) §New! Win Flashes §Partner. World Data Mobility Services - Softek solutions Landing page at www. ibm. com/partnerworld/datamobility §Know Your IBM Learn & Earn module §Web content syndication (CC 0906 -178) §Maximizing Revenue & Profit from Data Migration Podcast §Softek TTL pricing information §Techline presales support CC 0902 -048 Account Planning §Target opportunities from current clients based on Storage consolidation/ virtualization, infrastructure optimization, technology refresh/lease expirations or relocations. Look for situations where data is moved. Target clients or applications that have a high availability requirement – financial, healthcare, Web applications Promotions & Incentives §Data Mobility Services – Softek TTL incentive (US 509 -521) – 5% quarterly rebate §TDMF and z. DMF Demo/Evaluation Licenses at no charge - 509 -822 US, 509 -784 Canada Call to Action §Use Getting Started Guides to understand Softek value, product positioning, and available resources for: Data Migration & Data Protection §Leverage no charge demo/evaluation licenses to progress sales opportunities §Execute marketing campaign using Data Mobility Services – Softek Campaign Designer templates §Refreshed! Attend Softek delivery training at no charge to Business Partners. Classes to be held week of 10/12 (Chicago), week of 11/2 (NYC) Registration: Open Systems or Mainframe Client Offers §Flash demo: TDMF, z. DMF & Replicator (New) §Data Mobility Self Assessment §Client Podcast: Migrating your data without a migraine §White paper: Hidden Costs of Data Migration 29 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Global Technology Services - Quarterly Checklist Major Customer Events üStorage Networking World, 10/12 -15, Phoenix üThink Green: Data Center Design and Build Briefing - Data Center Actions for Uncertain Times, 11/4, Raleigh, NC. Customer nomination form üGartner Data Center Conference, 12/1 -4, Las Vegas, NV Marketing Actions üPulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MI üIBM Information on Demand 2009, 10/25 -29, Las Vegas üCIO Dinner and Executive Briefing: Data Center Cost Take-out in Economic Uncertain Times, 11/3 -4, Boulder üCompete Through Service Symposium, 11/4 -6, Phoenix Education Actions üUse IBM Services Advisor for simple and quick identification of GTS offerings that Business Partners can sell üListen to Maintenance & Technical Support August 25 BP call replay üSign up for Services Web content syndication üComplete courseware available to prepare for IBM ISS Certifications. No charge vouchers expire on 12/31/09. üReference Dynamic Infrastructure materials for GTS – updates coming for October 20 launch üAggressively present IBM Maintenance value to win using Approaches to defend against competition for Maintenance üUse flyer to promote Storage Services technical support attach on DS 6000/DS 8000 (BP version, client version) üAttend monthly WW IBM ISS BP Seller calls üUse Softek Enablement Roadmap to lay out education plan üSet up individual Softek training contact U. S. East; Ken Copas, kcopas@us. ibm. com; U. S. West: John Campbell, jwcampbe@us. ibm. com; CA: Tony Aziz, taziz@ca. ibm. com üUse e-Config for quick and accurate IBM ISS quotes to attach to server sales (CC 0909 -288). Tier 2 watch for deployment of tool in 4 Q 09. üSoftek Delivery training at no charge for Business Partners. Classes week of 10/12 (Chicago) and 11/2 (NYC). Register at: Open Systems or Mainframe üEnter new opportunities for IBM ISS in Global Partner Portal (GPP) to receive Deal Registration discount 509 -961 üBCRS Partner. World University Web lectures for remote data protection express & e-mail management express üUse Quick/Custom Return On Investment (ROI) tools for Softek to generate client presentation for cost justification üTake Know Your IBM (KYI) Learn modules üLeverage expanded Novus portfolio enablement to drive Storage Optimization solutions üReview Partner. World University Services College lectures for OI education üGTS Education Catalog for Business Partners üBecome familiar with Express Remote Managed Infrastructure Services 30 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 2009 IBM Software Sales Plays Sales Play Value Proposition Enablement, Promotions & Incentives Reduce your application connectivity costs BP: Take advantage of MQ’s #1 Market Share position. Use MQ to replace expensive point to point connections and build off your current install base of MQ with Message Broker, EBS, or Data power. Enablement §MQ Quick Start Sales Play (Sales Kits, Training Materials, Demos, White Papers, Customer References, Value Assessment, etc. ) §Review Strategies for Extending your IT Budget: Talking points and sample prospecting letters. § Use the Quick Reference Guide: qualify new MQ opportunities § Use the IBM Connectivity Wizard: Talking points for lowering overall integration costs Refreshed! Brand: Web. Sphere Client: The cost of integration and data movement is reduced because customers' existing investments of applications and data can be accessed and reused easily. Call to Action Account Planning §If No MQ Installed: Target Customers: ü Companies with more then 100 employees ü Needs to exchange information between applications ü Needs to reuse legacy applications §If MQ Installed: Target customers: ü With high Maintenance costs ü Companies looking for Standardization and Stability ü Companies Looking for cost effective integration Call to Action §If NO MQ … Leverage MQ as an “entry point” or foundation to initiate sales opportunities/discussions. MQ Quick Start Sales Play §If MQ Installed … Leverage MQ FTE, EBS, MB, DP Target existing MQ install base – opportunity to 10, 000+ customers. Connectivity and Integration §Download 90 day Trial Code §Propose and Close: Contact your Channels Representative for Special Bid PLEASE NOTE: There additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Midmarket Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart. 31 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 2009 IBM Software Sales Plays Sales Play Info. Sphere Balanced Warehouse Refreshed! Brand: Information Management, Power, System x, Storage, Services, Financing Value Proposition Enablement, Promotions & Incentives BP: Comprehensive and fully integrated warehousing solution that simplifies the deployment and maintenance of an intelligent data warehouse. Enablement §New! Information on Demand Campaign in a Box §Ready-To-Go Balanced Warehouse Partner Playbook §Teaming With Business Partners Portal Client: Dynamic Warehousing allows clients to be more responsive to the market, identify and act on opportunities faster, and manage resources better, requiring the ability to more effectively leverage info. Promotions & Incentives §IBM Info. Sphere Balanced Warehouse Business Partner Incentive (expires 12/02/09) §Financing Promotions Call to Action Account Planning Target organizations with: üSilos of info stored in flat files, spreadsheets or relational data servers, üSmall Oracle accounts (especially those with ERP systems) and no separate BI system, üSQL Server clients deploying BI solutions that require high performance/more reporting or are looking to an open solution for lower IT costs. Call to Action Familiarize yourself with sales and marketing support materials available and use them to call prospects and discuss needs/uncover opportunities. PLEASE NOTE: There additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Midmarket Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart. 32 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Software - Quarterly Checklist Major Customer Events ü IBM Information on Demand 2009 (October 25 -30, Las Vegas) ü Lotusphere 2010 (January 17 - 21, 2010 in Orlando) ü Pulse 2010 (February 21 -24, 2010 in Las Vegas) ü Partner. World Event Finder r mbe ove 0! y N $50 er b gist d save Re an 15 Marketing Actions Education Actions ü New! Use the IBM Software Business Partner Widget to access information on key sales, marketing and technical content to help you drive sales and growth. ü Execute IBM solution-oriented campaigns with Software Co-funded Marketing. ü Generate demand with marketing tactic materials from Campaign Designer. ü Leverage the Internet Marketing set of benefits to generate leads and drive sales. ü Augment your Web site with complete, compelling IBM marketing assets designed to help your company generate leads/drive sales with Web Content Syndication. ü Use the Grow your Business with IBM Software Tool to quickly identify and evaluate cross-software sell scenarios, so you can expand your customer install base and reach new prospects. Leverage training to develop your skills! ü New! Free Software Test Days - Everything you need to prepare for Growth through Skills. Special Early Readiness Offer through Oct 31, 2009! 33 ü IM: Participate in IOD Comes to You events (Refreshed), Other IM Training ü Lotus: Lotus Training ü Rational: Rational Monthly Sales Enablement Call, Rational Boot Camps, Other Rational Training ü Tivoli: Attend Pulse Comes to You Events (Refreshed), Take the Know Your IBM (KYI) TSM Fastback module to increase solution sales, Other Tivoli Training ü Websphere: Attend Impact Comes to You Events (Refreshed), Websphere Training (including No-Charge Technical Education), Other Web. Sphere Education, ü Take advantage of "We Pay" offerings (You pass, we pay) IBM training reimbursement. ü Virtual Innovation Center ü Top Gun Training (general software or by brand) ü Participate in Think!Thursday Sales Conference Call Series. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Global ISV Alliances - Quarterly Checklist Major Customer Events üOracle: Open. World, San Francisco, 10/11 -15, IBM Booth 733 üSAP: East Tennessee University ASUG event 10/30 üOracle: Federal Forum, Washington, DC, 10/21 üInfor: Infor Virtual Inforum, 10/20 -21 üSAP: Tech. Ed '09 Conference, Phoenix, 10/13 -16 üInfor and Lawson: HR Executive's Tech Conference, Chicago, 9/3010/2 üSAP: Tech. Ed ’ 09 IBM i & SAP Solution update, Phoenix, Oct 12 üSAP: SAP Business Objects User Conference, Dallas, 10/18 -21 üSAP: SAP World Tour, New York City, 10/20 -21 üSAP: SAP Retail Conference, Las Vegas, 10/13 -10/14 üManhattan: Cross Channel Retail Exec Summit, Charleston, SC, 9/3010/2 üManhattan: IFDA Event, Baltimore, 10/19 – 10/21 üManhattan: AMR RIS News Event, San Francisco, 10/27 üManhattan: Supply Chain & Logistics Summit, Dallas, 12/3 -12/4 Marketing & Enablement Actions üIBM Virtual University 2009 for SAP üSAP: IBM Insight for SAP Utility- Free HW Workload Analysis for SAP üSAP: Business Warehouse Accelerator Videos üSAP: “Achieving Mfg Clarity, Agility & Efficiency: Featuring Pepsi. Co” Perfect Plant Webcast ü Leverage IBM and SAP Alliance website ü Leverage SAP Sapphire 2009 e-literature from IBM ü Leverage SAP Tech Ed 2009 e-literature from IBM ü Leverage IBM and SAP Alliance Partner. World site üLeverage IBM and Oracle Alliance website üIBM Virtual University 2009 for Oracle üOracle JDE Upgrade ROI Tool - BP and Client Marketing Initiative üOracle Ziff Davis State of the Data Center: Virtualization Webcast üOracle Ziff Davis Web Seminar - Rightsizing Drives Infrastructure Efficiency üOracle and IBM Whitepaper--How to talk to your CFO about an Oracle Infrastructure upgrade üOracle EBS ROI Tool-BP and Client Marketing Initiative üOracle and IBM Productivity Tool for Oracle Solutions ü Leverage Infor and IBM ERP Solution Demos ü Leverage Infor Recorded Webcast Library ü www. ibm. com/solutions/alliance/us/en/index/lawson. html ü Leverage Lawson Recorded Webcast Library ü Leverage IBM and Manhattan Alliance website ü Leverage Manhattan White Paper Library üInfor Power Systems Virtual Conference on demand üLawson SHCM Workforce Effectiveness – Insurance & Technology Webinar üManhattan Webinar - Totes>>ISOTONER Shares Success Story üIBM Power System and ISV Solution Rebates 34 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 ISV Developer Relations - Quarterly Checklist Major Customer Events ü Introduction to Saa. S, Multi-Tenancy, and Cloud Computing seminar. Implement multi-tenancy and deliver your solutions in a Saa. S model. Learn how the Amazon EC 2 environment can help meet your development and deployment needs. Contact: Jennifer Pessetto – pessetto@us. ibm. com üConnect To Win. An executive partner event that drives sales through networking and technology integration. Contact: Shari Chiara – sharichiara@us. ibm. com Marketing Actions ü Smarter Planet Events. An overview of the IBM smarter planet strategy and key resources. Contact: Ronnie Todd – rltodd@us. ibm. com üSmarter Cities Event in Boston. Premier event in Boston for 4 Q. Clevel clients and partners will be invited to attend. The IIC is working with GB Sales on this event. Contact: Ronnie Todd – rltodd@us. ibm. com Education Actions ü Increase your reach in the midmarket customer segment by completing an available specialty (SOA Specialty, IOD Specialty, Saa. S Specialty, BC Specialty, Dynamic Infrastructure). Contact: Asker Ahmed – aaahmed@us. ibm. com üMaximize Your Relationship with IBM. Learn how to reduce your development costs, get to market faster, and shorten your sales cycle. Contact: Gloria Powell – gpowell@us. ibm. com ü Campaign Support Funding pilot. 50+ campaigns launched to drive additional VLR & win revenue into the MM. Contact: Bill Stark – bstark@us. ibm. com standards/open source technologies. Contact: Ronnie Todd – rltodd@us. ibm. com ü RSI Special Offer. 3 tiered offering designed to assist RSIs with successfully completing certifications and receiving demand / lead generation benefits. Contact: Amanda Reidy – adreidy@us. ibm. com ü Smart Business Special Offer. Co-marketing activities with ISVs enabled on the Smart Business Platform and VARs who are authorized to sell Intuit’s Quick. Books Enterprise Solutions & IBM Smart Cube. Contact: Bill Stark – bstark@us. ibm. com ü Product Launch in a Box using Client Events Package and IDR IBM Innovation Centers. Contact: Ronnie Todd – rltodd@us. ibm. com 35 üdeveloper. Works Briefings to build skills on open üCloud Computing for Developers. Cloud computing virtual event for developers and ISV’s who are looking to jump start their cloud skills and initiatives to build software-as-a-service offerings. October 1 st. Contact: Jennifer Pessetto – pessetto@us. ibm. com üDynamic Infrastructure Partner Program. Combine Dynamic Infrastructure Specialty program for Resellers and the Technology Partner program to a single unified program. Invite ISVs to extend the program to be for all partner types across five dimensions. Dimensions incorporate criteria to achieve specialty marks and benefits based on partner type. October 20 th. Contact: Teri Austin –taaustin@us. ibm. com TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Q 4 IBM Industry Systems Retail Sector Sales Play Value Proposition Retail Store Solutions and the Dynamic Infrastructure IBM Business Partners have a unique advantage over competitors to leverage the IBM “Smarter Planet” conversation to help retailers create “smarter stores”. Retail: SMB to Large enterprise. All retail segments Utilize DI messaging and get customers excited about Smarter Planet. IBM Store Transformation: POS & Self-Service Help retailers meet the needs of today’s new type of shopper – the “Shifter”. Grocery, Specialty, Food Service, PCCD vs. POS, Hospitality Leverage reference materials and Quick Reference Guides Touch Solutions for POS IBM provides infra-red touch screen solutions that lead to smart work by employees, and increased customer satisfaction. Retailers focusing on grocery and general merchandise, running 4690 OS, any size Contact IBM 4690 POS and non-touch clients, know the “Value of Touch” Power Advantage IBM has a significant advantage over competitors with industry-leading power management features. Small to mid-size in grocery, mass merchant, specialty Target competitively installed accounts Printer Replacement IBM Sure. Mark printers beat competitive printers in speed, accuracy and “green” features. Large to MM retailers: specialty, grocery, food service, hospitality Use TCO tool to justify replacement cost. Convince to switch or upgrade. Software Migration IBM customers with SA, GSA and CDSA POS applications are looking for more powerful capabilities at the POS and within the store. Retailers using SA, GSA or CDSA, targeted for supermarket, hypermarket, club and chain drug retailers. Communicate how the ACE solution: 4690, ACE, SI GUI and DIF—deliver TCO/ROI 36 Target Audience Actions for Sellers TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Retail Store Solutions - Quarterly Checklist Major Customer Events üRetail Executive Briefing: Innovative Solutions for Mid-Market Retailers. October 6 -7, 2009. Seats are limited. Contact Gail Stremlo to register. –The New Economy Retail Industry Trends & Directions: Focus on Value – Do More with Less – Act with Speed –Store Innovation (including IBM point of sale, self-service technology, mobile devices) –Cross-Channel Retailing –Business Intelligence –Back Office Optimization (with IBM server technology) üWeb Seminar: IBM Sure. POS 500 Point-of-Sale Solutions for Retail, October 13, 2009. Contact Nancy Greene for details. üWeb Seminar: Retail Business Intelligence and Performance Management. Available 24 hours. Click here for details. üWeb Seminar Replay: IBM in conjunction with Retail Customer Experience presents “Implementing self service to gain a competitive advantage in today’s down economy. ” Click here to view replay. üWebcast: Responding to Today’s Demands with a Dynamic Infrastructure, October 20, 2009. Click here for details. Marketing Actions Education Actions üAttend Monthly IBM Retail Store Solutions Business Partner Conference calls. Every 3 rd Tuesday at 2: 00 PM ET. Third quarter call schedule: üOctober 20 üNovember 27 üDecember 15 üNew courses available from IBM Retail Store Solutions on www. ibm. com/services/weblectures/dlv/smartzone üRE 1095 S: IBM 4690 V 6: A Smart Platform for Retail üRE 5101: IBM Retail Store Solutions Sure. POS Hardware Overview üRE 4852 S: Selling the IBM Sure. POS 500 Series Models 526 and 566 üRE 4852 T: Supporting the IBM Sure. POS 500 Series Models 526 and 566 üRE 4855 C: Introducing the IBM Any. Place Checkout üLearn more about the IBM Retail User Group, an association just for IBM retail clients, and Business Partners offering point-of-sale and self-service solutions to the retail industry. Visit www. ibmstoresystemsug. org. üContact Nancy Greene if you would like to increase your visibility and leverage your customer wins with IBM. üNew Total Cost of Ownership and Return on Investment tool available to Business Partners approved to market IBM Retail Store Solutions products. Contact Nancy Greene for details and a copy of this new TCO/ROI tool. 37 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Retail Sector Promotions & Incentives Program Description Timeframe Announce IBM Retail Store Solutions 2009 Rewards Incentive Eligible IBM® Retail Store Solutions Business Partners can receive incentive payments that are based on the IBM Point of Sale (POS) revenue they generate during each calendar quarter of the 2009 calendar year. Visit the Point-of-sale and Self-service pages in Partner. World for details. Jan. 1, 2009 – Dec. 31, 2009 509 -407 January 9, 2009 IBM Retail Store Solutions 2009 Tradeshow Support Incentive Participating Business Partners should submit all claims no later than November 13, 2009. Visit the Point-of-sale and Self-service pages in Partner. World for details. Claim deadline: November 13, 2009 CC 0901 -003 January 9, 2009 IBM Retail Store Solutions 2009 Dollar-for. Dollar Incentive Participating Business Partners should submit all claims no later than November 13, 2009. Visit the Point-of-sale and Self-service pages in Partner. World for details. Claim deadline: November 13, 2009 CC 0901 -002 January 9, 2009 National Retail Services Center Lead Pass Fee IBM Business Partners who pass a lead to the IBM NRSC may receive a 6% lead pass fee (up to $30, 000 per opportunity) for all NRSC business closed as a result of the lead. Ongoing 505 -070 Note: Promotions/Incentives are for US and Canada unless otherwise notated 38 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Global Financing: What’s Hot? Client Scenario Economic Stimulus Portfolio $2 B for United States and Canada IBM Global Financing Provides Need to implement a technology solution now, but won’t be receiving stimulus funds until a later date A funding approach to accelerate the implementation of projects now by providing a budget outlay based on contributed funds and anticipated future funding. Several IBM Global Financing offerings listed below can contribute to this. Need to implement a technology solution now but stimulus funds will not cover 100 percent of the project requirements A gap funding approach for required components not covered with Economic Stimulus funding. The offerings listed below can contribute to this. Need to manage the funding of a complex long term engagement with a structured line of credit An IT Financing Facility with a focus on flexibility, funds and reporting, it’s ideal for customers who need a tailored IT financing facility with emphasis on Technology Life Cycle and Total Cost of Ownership. Need a cost effective way to acquire my IT assets Jump. Start Rates and Low Rate Financing provides flexible payment structures and low market rates. Need to fund a complex IT project and help in aligning costs to anticipated benefits IBM Project Financing, enabling customized structures for complex project plans that can facilitate. Jump. Start Rates – Expires on Dec 31. Enhanced low financing and flexible payment options on hardware Low Rate Financing – Simplify budgeting and planning by combining IBM hardware, software and services into a single contract with a single monthly statement Deferred Payment Plan – No payments on GBS solutions for up to one year. Clients can use GBS Deferred Payment Plan (DPP) to delay payments and provide interest free borrowing for six months. IBM Project Financing – Customized, all-inclusive financial package for services, infrastructure solutions and business transformation projects, making it easier to manage both upfront investments and ongoing operating costs GFP 03068 -USEN-00 System P Deferral – Clients can acquire select System p today no payments and no interest for six months 39 39 © 2009 IBM Corporation TOC
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Global Financing – Flexible and Customized Offerings Hardware financing § Low Rate Financing § Jumpstart Rates (US only) Software financing § Rates as low as 0% IBM Certified Used (ICUE) § Complement the sale of new IBM products and services § Ideal for credit-challenged clients Services financing § Deferred Payment Plan (DPP) § Project Financing § IT Financing Facility 40 40 Financing for Economic Stimulus Opportunities §Accelerate projects with future anticipated funding §Fund components not covered by stimulus funds §Provide customized structures and line of credit for planning, oversight, and transparency of complex projects TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 IBM Global Financing – Key Incentives and Dates § Simplified Midmarket Financing – New! – Available in the United States and Canada – Transaction size $5 K<$25 K – Easy to use and understand Full Payout Offering (FPO) only offer. – Simple terms -12, 24 and 36 mo. no interim rent and no partial invoices. – Best and Std credit are eligible § IGF North America Services Solutions – New! – Flexible financing services options allow IBM clients to track costs much more closely to benefits as convert large expenses into affordable fixed monthly payments. • Plan Your IT Acquisition IBM Global Financing can help your end-user clients develop and implement a financial plan the entire lifecycle of their technology. • Acquire Your IT Solution Reduce the initial financial risk and budget impact on an IT acquisition. Leverage our competitive rates and customized funding solutions to lower the overall cost of technology acquisition as your client implements key services solutions. • Manage Your IT Help your clients stay on top of their IT infrastructure § Know Your IBM Finance and Earn Incentive – Double Points! – When an IBM Business Partner sells and leases qualifying System x product, they receive 200 KYI reward pts. – IBM Global Financing announced last week, that it is DOUBLING its points to 400 pts per supplement – See IBM North America IBM Announcement Letter # 509 -513 for additional details. 41 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Express Seller Updates 42 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Drive Recovery with No Charge Demand Generation IBM Express Seller Flash § IBM Express Seller Flash offers new, easy-touse marketing templates every month § Up to 2000 postcards offered at no charge - IBM pays for printing and postage § Subscribe today! Sample customizable postcard offered via the IBM Express Seller Flash Just Push Go for Virtualization § New! website has everything you need to effectively plan and execute a single or multitouch marketing campaign for mid-market New Express Web Banner Advertising Sample Web Banner through Campaign Designer Web Content Syndication § Easily improve IBM Web content at no charge § Seamlessly download IBM System x, Blade. Center, Storage and Service. Pac product information and deliver it via your Web site. Campaign Designer § New! - Co-marketing web banners available on Campaign Designer for System x Express and Storage Express § Product and stock images, templates and more 43 Express Seller Toolkit § Images, Copy blocks, Flyers, Brochures, BP Emblems and more. Visit the Toolkit NEW – Express Advertising § New look and feel for print and interactive advertising to launch in Q 4 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Increase Sales with Effective Tools IBM Express Selector Plus Tool Configure and Sell with Confidence Every Time § View product specifications and price, featuring Sell More Blue Grid pricing – your best competitive price § Find and build a validated system by family, business use, competitive comparison or technical specification § Check Distributor stock availability. § View comparisons with HP and Dell products. § Obtain the latest on promotions and incentives. § Get Started: Simply visit the Express Selector Plus website where you can quickly apply for access to the tool. Systems Consolidation Evaluation Tool What’s the ROI? Show clients in 10 minutes how to recoup their hardware investment in 3 months and reduce overall IT costs by half § Provides quick demonstrations of potential savings § Demonstrates quantifiable savings on areas such as HW costs, SW costs, power, and facilities. § Allows you to quickly calculate Return on Investment § Customer reports are available providing views on all adjustable variables and corresponding results. § Get Started: Visit https: //roianalyst. alinean. com/stg/ to register for the System x & Blade. Center version of the tool. Quick and Easy Education § Learn online and achieve IBM certifications through IBM Systems Connect e. Xpert. New! - Earn 150 KYI points for enrolling & taking the overview module 44 Must Have Resources § Program and Promotions Summary Guide § Partner. World and ibm. com Web Navigation Cheat Sheet and Express Portfolio Guides for US and CA TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Partner. World Updates 45 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Selling to the CFO Education § In today’s rocky economy, business partners need to quickly learn to speak the language of the CFO (chief financial officer). § § IBM's Financial Selling Education Roadmap teaches vital financial sales skills Courses include: – – Mid-Market Made Simple – Selling to CFO’s Video. Client Value Overview for Business Partners Selling to the CFO. A stronger selling approach for remarkable times. Financial Acumen: Basic Finance for Client Business Value Partner. World University Financial Selling Roadmap 46 Are you a sales professional enrolled in Know Your IBM? Then you can earn additional rewards for Completing the Selling to the CFO Education. Go to www. ibm. com/partnerworld/knowyouribm to learn more. TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Harness the Power of A Business Partner Marketing Forum webcast on October 27 It's no wonder the verb "to google" was voted the most useful word of 2002 by the American Dialect Society. The question is: how can your firm harness the power of the world's hottest search engine ? Join the Business Partner Marketing Forum webcast on October 27, 2009 to hear guest speaker Dennis Cardoso of Google explain how to benefit from Search Engine Marketing and best practices for social media marketing. Find out how you can: üEngage the power of Search üEmbrace the world of Social media üPromote your firm in areas like Twitter, You. Tube and professional forums Tuesday, October 27, 2009 at noon ET. No registration required. Audio dial-in: (800) 475 -4945 or (773) 799 -3307. Passcode: Google Join the Web conference at www. sametimeunyte. com. Select "Join a Meeting". Complete the "Meeting Login". Conference id: 3163634 Presentations will also be posted on day of call at www. ibm. com/partnerworld/marketingforum Contact Claire Colle at ccolle@ca. ibm. com 47 © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Act now to leverage Partner. Rewards before time runs out! Many business partners still have marketing funds available! 2009 Application Deadline: November 13, 2009 § Up to $3 K in Partner. Rewards funding can now be used for Marketing planning and consultation services – Great use of Partner. Rewards funding after November… KICKSTART 2010 by building a solid marketing plan! § Tie into IBM Q 4 Sales Plays to execute Powerful Multi-tactic, Multi-touch Campaigns – Dynamic Infrastructure Sales Play- Leverage Sales Portal/Quick Proposal/ Sales Education • (Need help? Anne Peck apeck@us. ibm. com) § Leverage IBM Approved Marketing Agency successes with Partner. Rewards – Covente Vis-a-Byte campaigns – Telemarketing campaigns to boost event registrations – Better leverage your website with Search Engine Optimization – Extend your BPIC events with Partner. Rewards funding § Leverage existing IBM Programs – Leverage Campaign Designer to simplify, speed marketing execution and extend your overall marketing funds – Couple your campaign tactics with High Volume Express Seller Contact: Kim Johnson, 630 -568 -7070, kajohns@us. ibm. com IBM Channel Communications Letter #: CC 0901 -008 Check your funds availability and submit your application: http: //www. ibm. com/partnerworld/cofundedmarketing 48 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Get Your Message Out with Co-Marketing offers from IBM § STG Partner. Rewards Marketing Funding - $10 K in marketing funding available (no matching funds required) (expires Nov 13, 2009) – NEW for 2009: $3 K can be used for Marketing planning and consulting services – Eligibility based on qualifying Q 42007 -Q 32008 revenue attainment for Power Systems (i, p), System x and Storage revenue of $100 K or more. – Contact Kim Johnson 630 -568 -7070, kajohns@us. ibm. com – IBM Announcement Letter # CC 0901 -008 http: //www. ibm. com/partnerworld/cofundedmarketing § STG Partner. Rewards Entry Level Marketing Funding – $5 K in marketing funding available (no matching funds required) (expires 11/13/09) – $3 K can be used for Marketing planning and consulting services – Eligibility based on qualifying Q 42007 -Q 32008 revenue attainment of $25 K - $100 K – Contact Kim Johnson 630 -568 -7070, kajohns@us. ibm. com – IBM Announcement Letter # CC 0901 -008 http: //www. ibm. com/partnerworld/cofundedmarketing § SWG Co-Funded Marketing - Earn up to $10 K – matching BP funds required (quarterly application deadline: 12/4/09) – SWG nominates Business Partners who meet specific criteria based on SWG sales results, strength of the proposed marketing plan and past performance on marketing activities – Top performing BP’s who act early, show results and have a solid plan to do more may be granted additional funds on a first com first served basis. – Contact Lyndsay Dowd 781 -620 -1249, lyndsay_dowd@us. ibm. com – http: //www. ibm. com/partnerworld/cofundedmarketing § Campaign Designer Express Seller Flash Co-Marketing Incentive (Re-announced monthly. May be withdrawn at any time. ) – Order 50 – 2, 000 of the monthly Express Seller Offer Templates AT NO CHARGE to you! – https: //www-304. ibm. com/jct 01005 c/partnerworld/mem/mkt/customize. html 49 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Keep In Touch and Stay Informed with IBM Business Partner Communications Four communications vehicles you need to know about: What is it? How does it help me? Business Partner Weekly Update e-mail* Contents tailored to your interest areas, defined by you in the Partner. World Profile System (PPS). Contains key Hardware and Software news published on Partner. World during the previous week – includes Channel Communication Letter notification. Each Monday Sent from IBM Partner. World North America. (Be sure to unblock mail from pwcs@us. ibm. com) and update your profile in PPS. Quarterly Sales Playbook Provides a cross-brand detailed compilation of marketing programs and advertising campaigns, announcements, education, Web sites, tools, and upcoming events. Quarterly BP Advantage Newsline Call – 1 st call of each quarter. Business Partner Weekly Update e-mail notification provides links to the Quarterly Sales Play and Speed Sheets in Partner. World -and - When is it available? Bi-weekly Where do I get it? Speed Sheets Complements the Quarterly Sales Plays with new and modified incentives, offers and promotions. BP Advantage Newsline Call Presents product and program content to help you drive sales. Monthly – 1 st Wednesday Business Partner Weekly Update e-mail notification BP Marketing Forum Calls Presents marketing tools and programs/plays. Periodic. Prior call materials and replays available on the web site. Business Partner Weekly Update e-mail notification – sent to those who select “marketing” as their interest area. *e-mail addresses for the Business Partner Weekly Update are pulled from the Partner. World Profiling System (PPS) 50 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Receive resources geared to your interests Your profile in IBM's Partner. World Profiling System (PPS) determines: – What customized news IBM Partner. World North America sends to you. NEW: Reminders from Partner. World will help you keep your profile current. §E-mail reminder § 9 months since last update – Your company's eligibility to receive leads from IBM; and §E-mail sent from IBM Partner. World North America Receive less mail from IBM. Update your Partner. World profile today. Partner. World As an IBM Business Partner, it is important for you to have an accurate profile in IBM's Partner. World Profiling System. . . §Pop-up reminder on IBM Partner. World web site* – Your access to entitled IBM benefits and resources on Partner. World 51 9 months since last update w/ option to suppress for 1 week § 12 months since last update *Projected implementation 1 Q 2010 TOC © 2009 IBM Corporation
2009 Q 4 Business Partner Sales Plays – 10/7/09 Update your Personal Partner. World Profile Receive pertinent Business Partner communications from IBM and have the appropriate leads passed on to you. Go to the Partner. World Profiling System (PPS)*. – Access your profile under “Employee Profile”, “Update your personal information” – Under “General information”, select at least one job function – Under "Communications preferences" choose "yes" to opt in to receive email from IBM; and • Under "Interest areas and newsletter subscription preferences", select your areas of interest. Be sure to select the IBM brands that you sell or support. – Under “Skills and certifications” be sure to update your skills, industry and product expertise. Updating this information will help the IBM sales teams pass appropriate leads to you. For assistance, contact Partner. World Contact Services at 1 -800 -426 -9990. *Hotlink to PPS works in “slide show view” or copy and paste the following url to your browser: https: //www-304. ibm. com/jct 01004 c/partnerworld/partnertools/profiles. wss 52 TOC © 2009 IBM Corporation
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