September 2012 IBM Software Business Partner Guide This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM Software Guide – Table of Contents How to Make Money Selling IBM Software IBM Strategy and the Software Opportunity Getting Started Software Value Propositions Business Analytics Collaboration Solutions (Lotus) Industry Solutions Information Management Mobile Foundation Pure. Systems Rational Security Tivoli Web. Sphere Click here for Table of Contents 2 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Join the IBM Software Team TODAY and Increase Your Profit Potential § IBM Software Business Partners have higher overall satisfaction § Fee-free: no program enrollment fees § 15: 1 increased profitability due to IBM Software Value Plus Authorization § Incentives for new licenses and renewals 36% more gross profit per deal § 9: 1 increased revenue due to IBM Software Value Plus Authorization 36% § Up to $50 K “You Pass, We Pay” course and test reimbursement for Premier Business Partners Gross Profit from Middleware Deals § Revenue from <$100 K leads passed averages $1 M § Rich IBM Software incentives reward Business Partners for value-add, influence and referral Click here for Table of Contents 3 Source: 2009 IBM Software Business Partner Profitability Study, 2010 IBM Business Partner Diagnostics Survey, 2011 IBM SVP Program Assessment, competitor websites This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Why Become an IBM Business Partner Why Team with IBM Why Invest and Grow with IBM Highly rated compensation package for maximum cash flow and return on investment (with additional rewards for mid-market focus and value-add) Exploit the market pull of the industry’s largest and well recognized IT solution vendor for more business opportunity, with a comprehensive, technically advanced portfolio of infrastructure software Comprehensive technical resources, education and enablement to build expertise and minimize your cost via Partner. World, the no-cost Virtual Innovation Center, or advanced support via Techline. Improve customer responsiveness with comprehensive, cost-effective accessible technical support with access to 24 hour multi-format technical resources and enjoy rewards through the IBM’s certification program Leverage IBM Software marketing resources quickly and easily with cost-effective, personalized campaigns and help from our expert agencies and Marketing Centers. Grow your IBM Software business with revenue multipliers judged highest in the industry by BPs. Enjoy significant up-sell/ cross-sell and annuity revenue opportunity, and leading financing options for competitive advantage. Become part of “Team IBM” to optimize effectiveness and exploit economies of scale with the aid of IBM resources to help optimize your participation in IBM offerings, share resources, skills, support, opportunities, and jointly develop joint go-to-market plans and tactics using the IBM award-winning Partner. World portal. IDC Partner Profitability 2011 Study Business Partners that sell IBM Software report: § The highest overall retained margins for the resell of their primary brands § The components of IBM's programs are greater accelerators to their business as compared to the total population. Click here for Table of Contents 4 Source: IDC Multi-Client Study, Partner Profitability 2011: Changing Business Models and Requirements in the Evolving IT Channel Ecosystem This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM Business Partners are vital to IBM’s business The IBM Business Partner Charter – guiding principles to work together §IBM Business Partners are vital to IBM’s business. §Our relationship is a collaboration of equals. § We strive to provide the industry’s best Business Partner experience in all respects. §We ground our relationships in the core values of IBMers § IBM Business Partners play a critical role in building a smarter planet. - Provide midsize companies with groundbreaking solutions that improve efficiency and accelerate ROI - Help smaller companies level the playing field, increasingly important in a world where ideas trump resources. Click here for Table of Contents 5 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner. World Incentives for Software Business Partners IBM Software Business Partners have a wide range of profit opportunities including cross sell, influence, resell and bundled solution resell Cross Sell Resell and Influence Solutions Solution Accelerator Incentive (SAI) Software Value Plus (SVP) Industry and Capability Authorization § Global program for HW & SW resellers § Earn a Base Reward for selling IBM hardware and software together § Earn a Solution Bonus Reward for selling an IBMdefined solution § Claim is made through IBM SW VADs § Minimum revenue level (hw + sw) for a claim is $20 K USD § Global program for SW resellers / influencers: § Consistent requirements and benefits in all countries for Product Group authorizations § Incentives for resale and influence for all client opportunities § Software Value Incentive (SVI): Incentives for Business Partner opportunity identification and progression § Recognition for expertise in providing client solutions, based on key IBM Software products § Industry: covers key Industries (Finance, Banking, Manufacturing…) § Capability: Security, Cloud, Social Business, Smarter Commerce, Business Analytics & other high growth solution areas § Earnings opportunities from 5% to 50%+ § Earnings opportunity from 20% to 30% § Earnings opportunities from 15% to 30% § IBM Business Partner Mark Bundled Solutions Application Specific License (ASL) § Resell model for lightly embedded and bundled solution offerings § Business Partner owns client relationship, including the license agreement § Single point of contact – sales and support § Business Partner earns via discount on product sales for both initial sales and annual renewals Click here for Table of Contents 6 Source: IBM Software SVP, SVI, Value Advantage Plus (VAP), SAI and ASL Program Operations Guides on IBM Partner. World This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
How do I Make Money Selling IBM Software? IBM offers multiple programs to help you increase your Margin Business Partners can earn incentives ranging from 5% - 60% §SVI (Software Value Incentive) Rebates paid after the sale has closed §VAP (Value Advantage Plus) Business Partners combine services with the solution sale and get an instant discount from your Value Added Distributor (VAD) §General Business Instant Rebate Increase profitability with instant incentives paid by your VAD Facts: SVI/VAP participating Business Partners are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants Click here for Table of Contents 7 Source: 2009 IBM Software Business Partner Profitability Study This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Supporting Business Partners with the Right Tools Business Partner Locator Tool Web Content Syndication Grow Your Business Tool Ready to Execute Campaigns Profitability Tool Co-Marketing Financing a Smarter Planet Midmarket Asset Gallery and Assessment Tool Getting Started with Social Media IBM Global Financing Click here for Table of Contents 8 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Technical Support to help you get to Market Fast! Partner. World Selling Resources Early Access Software Solution Training IBM Innovation Centers IBM Software Acquisitions Solution Assurance Technical and Delivery Assessment Partner. World Technical Support Resources IBM SWG Product Guide IBM Partner. World Communities developer. Works Resources for Developers Partner. World Software Value Plus Partner. World Value Package benefits IBM Industry Frameworks IBM Support Assistant Business Partner Innovation Centers Click here for Table of Contents 9 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Help Build Smarter Profits IBM Supports You and Your Business End-To-End Industry Leading Products, Solutions and Services Exceptional Profit Model for Business Partners “IBM’s Business Partner program is among the top few in the industry, if Worldclass not the top program. ” Enablement and Go- to-Market Support Darren Bibby, IDC Leading Technology New Revenue Streams Demand Generation Training & Skill Building Market Awareness Technical Support $2 B IBM Annual Channel Investment Click here for Table of Contents 10 Source: IBM Internal Reports This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Why IBM? 2015 Roadmap for Growth Global IT industry leader serving clients and Business Partners for over 100 years Growth Markets – $234 billion opportunity Business Analytics – $168 billion opportunity Cloud – $196 billion opportunity Smarter Planet – $179 billion opportunity IBM Software is on-track to contribute as much as half of IBM’s profits by 2015 11 Let’s Build a Smarter Planet Together Click here for Table of Contents Source: IBM Market Insights , 2015 Total IT Opportunity, 1 H 12 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM is Investing in Software and Growing… Business Know-how and Technology Innovation Accelerate the Journey 25, 000 11, 000 5, 500+ 75, 000 High Value Software Business Partners Business Partner Technical Certifications Developers in 43 labs Technical Professionals 25 Acquisitions Announced Since 2010 Source: IBM Annual Reports, Investor Day Briefings, and IBM Partner. World 12 • #1 in middleware market share • Largest enterprise software company • Software revenue has nearly doubled and profit more than tripled since 2000 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
A transformed software portfolio IBM meets clients’ business and IT needs by industry and role Industries Banking Energy Government Healthcare Education Transportation Retail Communications Functions/roles Marketing CMO Finance CFO Human resources CHRO Supply chain CSCO Executive CEO IT CIO Business and IT needs Turn information into insights 13 Deepen engagement with customers, partners and employees Enable the agile business Deliver enterprise mobility Accelerate product and service innovation Optimize IT and business infrastructure Manage risk, security and compliance Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM Software market opportunity by business need 52% of the opportunity comes from two needs, while Enterprise Mobility spurs the highest growth 2012 -15 2012 Total Market Opportunity $147 B 2012 -15 Relative Growth by Business Need ($5 B not captured with a capability) Deliver Enterprise Mobility Deepen Engagement with Customers, Partners, and Employees Manage Risk, Security and Compliance Turn Information Into Insights Optimize IT and Business Infrastructure Enable the Agile Business Source: IBM Market Insights, 1 H 12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. Accelerate Product & Service Innovation Click here for Table of Contents 14 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM’s software portfolio is unmatched in the breadth and depth of it’s capabilities to solve business needs IBM Software serves 47 technology segments with 4500+ products IBM Software products roll up to a core set of 28 capabilities that form the building blocks of solutions that address business needs 15 Source: IBM Market Insights Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Significant potential growth opportunities for IBM Business Partners aligned to client business needs 16 Source: IBM Market Insights, 1 H 12 Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Common answers for diverse needs Seize new marketplace opportunities on a smarter planet Smarter Analytics Cloud and IT Optimization Social Business Security Smarter Cities Product and Service Innovation Business Agility and Mobility Smarter Commerce IBM software helps you do it. Click here for Table of Contents 17 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
2012 IBM Software Business Partner Strategy Reach Broader Markets IBM Software Capabilities Grow High Value Revenue Embrace New Business Models Click here for Table of Contents 18 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Getting Started with IBM Five Steps to becoming an IBM Software Reselling Business Partner • Join Partner. World • Build your Partner. Plan for success • Sign up with a value added distributor (VAD) • Get your technical & sales training • Apply for the SVP or SVI and VAP incentives For more information go to ibm. com/partnerworld/software Click here for Table of Contents 19 © 2012 IBM Corporation
Software Value Propositions IBM Software brands and capabilities provide market opportunity for Business Partners who build solutions using our product portfolio to help them sell, build references and drive continued success… § Market Opportunity § Solution and Product Portfolio § Why Sell/Value Propositions § Partner References § Partner Profiles § Partner Resources Click here for Table of Contents 20 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Business Analytics Software Business Partner Guide Value Propositions Click here for Table of Contents 21 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Business Analytics and Optimization (BAO) Business analytics is the key to enabling our clients to turn oceans of data into predictive models and actionable decisions. $166 B Opportunity in 2011 Why Analytics is Important to our clients… 33% more Revenue Growth >12 x more Profit Growth 12. 5% 9. 4% 32% more Return on Invested Capital 11. 9% 7. 3% 9. 0% 0. 6% Finance Organizations with Business Insight All Other Enterprises 22 IBM BAO Revenue (including SW, HW and services) 10% CAGR PTI: 14% CAGR 2009 2015 Click here for Table of Contents Source: IBM Investor Relations, May 2010; $16 B refers to cross-IBM revenue including Software, Services and Systems. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Market opportunity What is Driving Business Analytics & Optimization? Organizations Need Deeper Insight from Their Information 1 in 3 Lack Trust 1 in 2 Lack Access Business leaders frequently make decisions based on information they don’t trust, or don’t have Business leaders say they don’t have access to the information they need to do their jobs Plan to Use 83% 5. 4 x Widening Gap of CIOs cited “business intelligence and analytics” as part of their visionary plans to enhance competitiveness Top performers are 5. 4 X more likely to use an analytic approach over intuition “Drowning in Data…” “Starving for Information…” Click here for Table of Sources: Contents IBM Institute for Business Value, 2009, IBM CIO Study 2010, TDWI: Next Generation Data Warehouse Platforms Q 4 2009, Analytics: The New Path to Value, 2010 23 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview Better Outcomes Smarter Decisions Actionable Insights Relevant Information Click here for Table of Contents 24 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Full breadth of Business Intelligence (BI) for every decisionmaker Revolutionary way to work with BI Free to answer critical business questions Full breadth of predictive analytics Putting prediction in hands of the business Driving better business outcomes Simplify, structure and automate dynamic and sustainable Financial Performance & Strategy Management Monitor and analyze business performance against targets Plan, forecast and control enterprise resources aligned with corporate objectives Enterprise requirements Unifies enterprisewide risk and compliance initiatives into a single management system Provides synergy with Information & IT Governance, Risk Management and Security Ready-made packaged reporting and analyses based on the best practices Encompasses comprehensive portfolio Adaptable & extensible Source data from multiple transaction systems Click here for Table of Contents 25 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions IBM BA Business Partners – Opportunity of a Lifetime High Growth Market Extraordinary BAO Synergies Highest IT, LOB Priority BP-Specific Products & Plays In IBM’s Top 4 Priorities Focus on Value, Solutions Best Products and Roadmap Best Team in the Industry Expanding Portfolio Best Business Partner Program Click here for Table of Contents 26 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Business Partner Reference www. brightstarpartners. com Client: Cincinnati Zoo and Botanical Garden Challenge: Real-time analysis of attendance, sales and customer behavior Solution: IBM Cognos BI v 10, IBM Cognos Mobile Outcome/Results: è Helps the Zoo generate deep insight into guest visitation and spending behavior, unlocking profound new marketing insight and business optimization strategies. è Generated over $500, 000 in new revenues and expense reduction within year 1. è Increases overall attendance, prompting at least 50, 000 new “visits” in 2011 through enhanced targeted marketing achieved through insight gained from IBM Cognos. è Contributed to a 30. 7% growth in food sales and 5. 9% in retail sales over prior year. Click here for Table of Contents 27 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile – Business Analytics Profile of Traditional Reseller § Value-driven, focused on BA segment only § Traditional revenue mainly in Services § Retooling their businesses to add the necessary infrastructure to sell software § Sales function driven by senior consultants that are highly dependent on BA brand reps § Works roughly 1 -3 deals per quarter Profile of High Volume Reseller § Velocity-driven, relationship-oriented § Revenue split between resale, SVI and Services with more holistic view of their customer base § Small sales organization - will include reps who get paid on software only but still dependent upon BA brand reps § Active marketing and business development functions § Works roughly 5 -15 deals per quarter Click here for Table of Contents 28 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Business Analytics Partner. World Site to access Business Partner sales and marketing tools and materials and training 2 Complete your Business Analytics Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Business Analytics through Training & Certification. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 29 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM Collaboration Solutions/Lotus Business Partner Guide Value Propositions Click here for Table of Contents 30 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity The Social Business market opportunity is growing to a $99 B business in 2015 $99 B Opportunity ($B) 2012 2015 Source: : IBM Analysis. Note: Solutions are the highest growth areas driven by analytic capabilities Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Click here for Table of Contents 31 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity What does a Social Business look like to your Business Leaders? Socially enabling business processes to improve and accelerate results across business functions Workforce Optimization Improve the effectiveness of people by enabling the right talent and content to come together at the right times Product and Service Innovation Bring successful new products to market more quickly by understanding and aligning to customer needs Customer Care and Insight Build customer advocacy by understanding, reaching, attracting, and retaining more customers through online channels Click here for Table of Contents 32 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation 32
Market Opportunity IBM’s Journey to becoming a Social Business 400, 000+ employees in more than 200 countries Just over 40% of employees Social Business 2008 and beyond have less than 5 years of service Social Networking Nearly 1/3 rd of full-time employees work in a non-traditional office setting 2004 Collaboration 2000 Mobile Office 1990 s Traditional Office 1980 s Source: HR Information Warehouse, December 2011 Report (only for the employee demographic information on the slide) 33 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity IBM Social Business Outcomes Human Resources IBM Human Resources utilizes social media for recruiting, employee education, sales training and leadership development. New hires are made part of a social group for 6 -12 months so they can get up to speed more quickly network with other new hires and veteran IBM employees reducing on boarding time. Global Collaboration and Development More than 130 communities of IBM professionals around the globe are collaborating virtually. This has reduced the time it would have taken to complete projects by 30 percent, increased re-use of software assets by 50 percent, and cut component costs by 33 percent. Social Selling To gain insight, IBM’s social sellers use social media monitoring applications to feed information about clients, prospects and competitors directly to their desktops. Social intelligence provides an efficient way of identifying what matters when sales connections are made. Click here for Table of Contents 34 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity IBM Leadership in Social Business IDC Ranked IBM first in Worldwide Social Platform for 2010 and 2011 Vendor Shares 1 Forrester Research, Inc. IBM is a leader in The Forrester Wave™ on Enterprise Social Platforms, and The Forrester Wave™ Mobile Collaboration, Q 3 20112 Gartner IBM is in the leader quadrant in the Gartner Magic Quadrant for Social Software in the Workplace, August 20113 “IBM Brings Its Clout To Social Software” - Forbes, June 28, 2011 Jun 28, 2011 “Social Business: The Fifth Era of Business Transformation from IBM” - CMS Wire, Sep 7, 2011 “Move Over Facebook, IBM Goes Social for Business” - e. Week. com, Feb 2, 2011 “IBM introduces real time social networking tool for enterprises” – Computer Business Review, Jun 22, 2011 1 Source: IDC: Worldwide Social Platform 2010 Vendor Shares, Doc# #223817, June 2010 and Worldwide Social Platform 2011 Vendor Shares, Doc # #228808, June 2011 2 Source: The Forrester Wave™: Enterprise Social Platforms, Q 3 2011 and The Forrester Wave™: Mobile Collaboration, Q 3 2011 3 Source: Gartner Magic Quadrant for Social Software in the Workplace, August 2011 35 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Product/Solution Portfolio Overview – ICS/Lotus Web Experience Social Collaboration § Social business applications § Real-time collaboration § Mobile collaboration § Office productivity suites and Web editors § Customer Web experience § Employee Web experience § Electronic Forms Unified Communications § Unified communications Social Business Application Development 36 § Collaboration application development platforms § Mashups Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Social Business reaches out beyond ICS/Lotus Enterprise Content Management Tivoli § Security § Enterprise Information Gateway § Social Content Management § Content Analytics Smarter Commerce § Customer Awareness & Analytics § Social Media Marketing Business Analytics § Business Intelligence § Predictive Analytics (SPSS) Click here for Table of Contents 37 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Why Sell/Value Propositions – ICS/Lotus § IBM is the leader in Social Software for business § Industry-leading product margins! § IBM offers up to 40% Margins across Identify, Sell & Fulfill cycles § Up to 20% additional margin for competitive displacements § Incremental margin for Capability Authorizations (Cloud & Social Business) § Large services potential (~2 X product) § Opportunity to increase strategic influence as social gets infused into more business processes § IBM sales & marketing resources aligned to help you sell and market § Rich enablement options to help you rapidly build skills § PLUS more. . as you gain skills and success § Social Business certification, executive sponsorship, lab advocate, etc. Click here for Table of Contents 38 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Business Partner Reference – ICS/Lotus § Customer: Manufacturer with operations in many countries and consumers across the globe § Solution § Lotus Connections 3. 0 integrated with the existing business SAP processes and DB 2 tools § Custom widgets § Benefits to the customer § Drive innovation § Connect people across 17 countries § Simplify processes with templates § Value provided by Sogeti § Team. Park methodology § Lotus Connections assets § Service center specialized in Lotus Software Revenue for Sogeti = ~1 M$ Click here for Table of Contents 39 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile – ICS/Lotus Business Partner Types Software-related IBM Business Partners § Traditional Reseller, Consultants and System Integrators (SIs) and Independent Software Vendors (ISVs) and Developers § ECM, Cognos, Coremetrics & Web. Sphere Business Partners to expand scope with IBM social capabilities § NEW Digital / Interactive Agencies § Note: Partner business models, especially outside the US, are blended. They may behave differently in individual transactions, to accommodate their client and own business models/needs. Ideal Partner Profile Mature Business Model (Sales, Mktg) § Generate demand, progress and close deals § Track record of client references § Drives business independent of IBM § Well thought out annual demand generation plan Aligned well with IBM § Sub-contracting relationship with ISSL § Work collaboratively with IBM Field Sales § NEW – Digital / Interactive agencies Skills / Industry Expertise § Analytics / Marketing automation § Portal, and Smarter Commerce § Web design, Web platform and apps. § Mobile, Content Management – § Rich media and digital asset mgmt § Retail, Healthcare, Manufacturing § Finance and Insurance Click here for Table of Contents 40 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 2 3 4 5 Visit the ICS/Lotus Partner. World Site to access Business Partner sales and marketing tools and materials and training Complete your ICS/Lotus Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell ICS/Lotus through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 41 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Industry Solutions Software Enterprise Content Management Business Partner Guide Value Propositions Click here for Table of Contents 42 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity What Is Enterprise Content Management? “Enterprise Content Management (ECM) is the technologies used to capture, manage, store, preserve, and deliver content and documents related to organizational processes. ECM tools and strategies allow the management of an organization's unstructured information, wherever that information exists. ” Click here for Table of Contents 43 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity - The Continued Explosion of Information 80% of new information growth is unstructured content – 90% of that unmanaged § ECM is a Huge Market Opportunity § Half of our 2010 revenue was partner driven § 4 Billion Dollar Market opportunity 2020 35 zettabytes 2009 800, 000 petabytes 44 1990 2000 2010 Source: IDC, The Digital Universe Decade – Are You Ready? , May 2010 2020 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market Opportunity ECM Opportunity Basics Paper is still an important source of documentation. Can your customer easily access the right files? Electronic content must be controlled. Can your customer find the right version? Business processes are built around unstructured information. Does your customer have the right information in context? Decisions are not made in a void. Can your customer effectively work with colleagues both inside and outside the business? Regulatory and legal requirements are increasing. Is your customer consistently enforcing corporate policies without over burdening the worker? Click here for Table of Contents 45 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio Overview Enterprise Content Management Portfolio Overview The path to value lies along one or more specific business solution entry points Document imaging & capture Social content management Advanced case management Information lifecycle governance Content analytics §Document capture automation §Office document management §Comprehensive case management §Smart archive §Enterprise search §Records management §Content assessment §Production imaging §Social content & collaboration §Integrated collaboration and rules §e. Discovery §Master content §Platform standardization & consolidation §Case analytics §Disposition & governance §Enterprise report Management §Content-centric BPM Click here for Table of Contents 46 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio Overview To optimize business outcomes Smarter organizations manage content for value SMART IS … DIGITIZING PAPER Citi cuts application processing time from over 2 weeks to just 2 days. SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION Thomas Miller meets its e-mail archiving, retention and compliance requirements. SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES Castilla y León has automated routine processes to focus on exceptions. SMART IS … RAPIDLY DERIVING CONTENT INSIGHTS A German police department uses analytics to help solve crimes. SMART IS … TEAMING WITH CUSTOMERS/PARTNERS Sennheiser uses global collaboration platform for content Click here for Table of Contents 47 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Value Proposition for partnering with IBM ECM Why should I lead with IBM Enterprise Content Management? §According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities §A modular unified environment engineered for rapid deployment of both IBM and partner applications § Access to ECM channel technology specialists to provide enablement and solution development guidance Why should I team with IBM Enterprise Content Management? §Strong ECM Channel organization with dedicated partner management §Co-operative marketing opportunity §Outstanding SVP partner program rewarding Partners as they invest §Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions Click here for Table of Contents 48 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile of ECM VAR § Project driven or opportunistic integrator § Moderate ECM skills | regional § Drive smaller deals § Core ECM and/or Capture centric § Smaller organizations § 3 -5 deals a year § Service to Software ratio 1 -3 to 1 § Resale and some SVI § Small sales force Profile of ECM Solution Provider §Strategic – marketing | solution oriented § Line of Business and/or Industry expertise § Strong ECM skills | national § Drive large repeatable deals § Core ECM; Case Manager; ILG; Analytics; Capture § larger organizations § 2 -4 deals a year § Service to Software ratio 3 -5 to 1 § Resale; SVI; support provider; authorizations § moderate to large sales force w/marketing Click here for Table of Contents 49 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Business Partner Reference http: //www. enchoice. com § IBM Premier Level Partner in Partner World § SVP Authorized in all five IBM software brands § Track record of 200+ certifications , 500 + implementations, and a world-class Support Services organization with over 200 long-term customers § Recipient of multiple IBM excellence awards: o 2009 IBM Most Distinguished Achievement Award o 2008 CTO Innovation Award Click here for Table of Contents 50 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Enterprise Content Management Partner. World Site to access Business Partner sales and marketing tools and materials and training 2 Complete your Enterprise Content Management Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Enterprise Content Management through Training & Certification. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 51 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources – IBM Enterprise Content Management Key Places: Key People: Bob Rudis - N. A. ECM Channel Sales Manager CONTACT: 978 -409 -1414 rrudis@us. ibm. com Kevin Mooney, NA ECM Business Partner Development Representative CONTACT: 1 -714 -327 -3987 kmooney 1@us. ibm. com § Become a Business Partner: § Join Partner. World Here § Visit the ECM Home Page on Partner World § Start your journey here § Check out the ECM Enablement Roadmaps § Start your journey here § Learn how Watson is influencing ECM § at ibm. com Click here for Table of Contents 52 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Industry Solutions Software Smarter Commerce - Business Partner Guide Value Propositions Click here for Table of Contents 53 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Smarter Commerce can help transform every phase of the commerce cycle Buy Drives intelligent, adaptive and optimized extended supply chains based on customer demand Insight Strategy Buy Creates personalized and relevant offers with unified cross-channel marketing Market Targeted and personalized marketing across all customer interactions Sourcing, controlling and procurement of goods and services Market Customer Service Anticipates behavior and delivers flawless customer service across all channels 54 Service Sell Servicing customer needs across all interaction channels Selling and fulfillment of products and services across all channels Engagement Enables customers and partners to buy what they want, when and where Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Market Opportunity Smarter Commerce $78 billion in opportunity for 2011 Growing 3 x faster than overall IT opportunity Market Opportunity TARGET CLIENT SIZE >1000 = 62% 100 – 999 = 19% 1 – 99 = 15% Non Business = 4% Source: IBM Market Analysis (GMV). 091111 Alisa Macklin Business Partner Summit Presentation V 2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or Click here for Table of guarantee opportunity in any business segment. Contents 55 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Smarter Commerce Portfolio / Solution Overview CORE BUSINESS PROCESS OFFERINGS Sell Market Buy § Supplier Integration & Management § Supply Chain Management § Payments and Settlements § Customer Awareness & Analytics § Social Media Marketing § Cross-channel Campaign Mgmt § Digital Marketing Optimization § Cross-channel Selling § Order Management & Fulfillment § Customer Integration & Collaboration § Store Solutions § Payments & Settlements Service § Delivery, Service, & Support § Customer Self-Service § Case Management Retail Store Solutions Click here for Table of Contents 56 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Portfolio Value Propositions Why Partner with IBM around Smarter Commerce? IBM is creating, defining and making this market; a key component in IBM’s global revenue growth objectives. Strategic acquisitions – over $2. 5 B since 2010 Comprehensive enablement and technical resources Generous marketing and demand generation assistance Formalized Business Partner Program to enhance partner margin Unique incentives for identifying, recommending and co-selling IBM Saa. S software offerings Click here for Table of Contents 57 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Business Partner Reference – Smarter Commerce § § IBM Premier Level Partner in Partner World § More than 14 years of experience delivering business strategy, implementation and managed services for B 2 B & B 2 C. § § § Sell to business decision makers that drive cross-channel customer experience A premier provider of cross-channel commerce solutions that enable a smarter, more personalized shopping experience. First SVP Retail Industry Certified IBM Business Partner Recipient of multiple IBM excellence awards over several consecutive years Awards o 2010 Beacon Award for Outstanding Business Agility Solution o 2010 IMPACT ”Smart SOA Award” Finalist o 2009 IMPACT “Best in Show” o 2009 Beacon Award Finalist for “Best Overall ISV Solution- Cross Channel Commerce” § § Current WS Commerce partner, ramping up support for Unica & Sterling Commerce Completed the new Smarter Commerce Capability Authorization Click here for Table of Contents 58 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile of Traditional Reseller Profile of High Volume Reseller § Value driven, solution oriented § Velocity driven, transaction oriented § Revenue predominantly in Services (typically 80% of total revenue) § Revenues mostly in resale or SVI revenue, some adjunct services § Small sales organization that is highly dependent on IBM SSRs § Larger sales organization that is highly dependent on customer budget and renewal stream § Works roughly 5 -7 deals/year § Works roughly 15 -20 deals/year/rep Click here for Table of Contents 59 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Smarter Commerce Partner. World Site to access Business Partner sales and marketing tools and materials and training 2 Get started on your Smarter Commerce Capability Authorization 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Smarter Commerce through Training & Certification. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 60 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources – Smarter Commerce Key Places: Key People: § John Ehmann, WW Director Smarter Commerce CONTACT: 1 -614 -873 -2620, ehmann@us. ibm. com § Melinda Matthews, Director - WW SWG Industry Solutions Sales, Business Partners CONTACT: + 44 -207 -021 -9044, MELINDA@uk. ibm. com § Stasie Fishman, WW Channel Business Development Executive CONTACT: 1 -516 -349 -3359, § Become a Business Partner: §Join Partner. World Here § Visit the Smarter Commerce Partner World page § Start your journey here § Smarter Commerce White Board Demo § Access this here § Smarter Commerce Capability Authorization § Start your journey here § Smarter Commerce Global 2012 Summits § Learn more stasie@us. ibm. com Click here for Table of Contents 61 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Information Management Business Partner Guide Value Propositions Click here for Table of Contents 62 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Information is at the center of a new wave of opportunity 44 x … and organizations need deeper insights 2020 35 zettabytes 2009 800, 000 petabytes Sources: • The Guardian, May 2010 • IBM Institute for Business Value, 2009 • IBM CIO Study 2010 • TDWI: Next Generation Data Warehouse Platforms Q 4 2009 63 1 in 2 as much Data and Content Over Coming Decade Organization leaders frequently make decisions based on information they don’t trust, or don’t have Organization leaders say they don’t have access to the information they need to do their jobs 83% of CIOs cited “Business intelligence and analytics” as part of their visionary plans to enhance competitiveness 35% of organizations will look to replace their current warehouse with a pre-integrated Warehouse solution in the next 3 years; only 14% have today Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Information Management Spending & Growth IM Software Markets $33 B in 2012 Click here for Table of Contents Source: IBM Market Insights, GMV “ 2 H 2011”. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are 64 not meant to represent or guarantee opportunity in any business segment. This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Optimizing Your Information Supply Chain for Trusted Information Analyze Transactional & Collaborative Applications Business Analytics Applications Content Integrate Big Data Manage Master Data Cubes Streams Data External Information Sources Data Warehouses Content Govern Streaming Information Quality Lifecycle Security & Privacy Standards Click here for Table of Contents 65 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Information Management Capabilities and Values § Automating data management improves IT efficiency § Delivering trusted information through integration increases business confidence § Analyzing information from more places enables better business outcomes § Efficient information security and governance improve business confidence What We Offer • Database software • Information Integration • Data Security & Privacy • Data Warehousing & Analytics • Lifecycle Management • Master Data Management • Data Warehouse Appliances • Big Data Analytics Click here for Table of Contents 66 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Bridging the Gap Between Information and Outcomes Drive Efficiency Support Innovation Gained 30% performance improvement Enhancing Information Services Delivery Cut DBA workload by 25% 2/3 rd reduction in time to process valuations Reduced storage by 40% 30% increase in coupon redemption rates Click here for Table of Contents 67 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Information Management and Misys Integration The Value of ASL Agreements ASL - An IBM contract for ISVs to integrate and license IBM software with their applications and services and to sell the bundled solution to end customers Misys integrates IBM Information Management software into it’s Misys Bank. Fusion Universal Banking and Misys Business Intelligence Solutions to increase sales, profit and market reach. Screen cap from Ed Ho/Misys video Video available in: English, French, Italian, German, Spanish, Japanese, Chinese and Korean Click here for Table of Contents 68 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile – Information Management Customers will pay a premium to vendors with industry-specific expertise Information Management Business Partners… § Know industry – trends, profiles, problems, and business needs § Understand client and market buying patterns § Understand speak the language of “Information” § Have expertise beyond product and customer size § Can differentiate the advantage of the IM Portfolio versus the competition Click here for Table of Contents 69 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Information Management Partner. World Site to access Business Partner sales and marketing tools and materials and training 2 Complete your Information Management Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Information Management through Training & Certification. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 70 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Mobile Foundation Business Partner Guide Value Propositions Click here for Table of Contents 71 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
7 2 Market Opportunity Mobile is a priority where IT spending will occur Partners are prioritizing mobile for profitability Mobile 39. 5% Mobile App focus shifts to the enterprise A 12. Please select the solutions in which you plan to invest in the next 12 months. [choose all that apply] Source: IDC Partner Profitability 2011, Changing Business Models and Requirements in the Evolving IT Channel Ecosystem Source: 2011 IBM Tech Trends Report https: //www. ibm. com/de veloperworks/mydevelop erworks/blogs/techtrend s/entry/home? lang=en Click here for Table of Contents 72 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview IBM Mobile Foundation V 5. 0 Offerings § IBM Mobile Foundation, Enterprise edition V 5. 0 – IBM Mobile Foundation, Enterprise edition V 5. 0 is designed to provide the essential elements needed for mobile development, deployment, and management in Business-to-Consumer (B 2 C), Business-to. Business (B 2 B), and Business-to- Enterprise (B 2 E) environments. The Mobile Foundation, Enterprise edition V 5. 0 consists of: • IBM Worklight V 5. 0 for mobile application development and delivery • IBM Endpoint Manager for Mobile Devices for complete end-to-end Mobile Device Management (MDM) • IBM Web. Sphere Cast Iron® Hypervisor Edition for advanced connectivity to back -end systems § IBM Mobile Foundation, Consumer edition V 5. 0 – IBM Mobile Foundation, Consumer edition V 5. 0 is designed to provide the essential elements needed for mobile development, deployment, and management in primarily a Business-to-Consumer (B 2 C) deployment model. It consists of: • IBM Worklight V 5. 0 for mobile application development and delivery • IBM Web. Sphere Cast Iron Hypervisor Edition for advanced connectivity to backend systems § IBM Worklight, Enterprise edition V 5. 0 – IBM Worklight, Enterprise edition V 5. 0 has pricing metrics aligned with Business-to-Enterprise (B 2 E) purchasing patterns. § IBM Worklight, Consumer edition V 5. 0 – IBM Worklight, Consumer edition V 5. 0 has pricing metrics aligned with Business-to-Consumer (B 2 C) purchasing patterns. Click here for Table of Contents 73 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions IBM strategy addresses client mobile initiatives Extend & Transform Build & Connect Extend existing business capabilities to mobile devices Transform the business by creating new opportunities Build mobile applications Connect to, and run backend systems in support of mobile Manage & Secure Manage mobile devices, services and applications Secure my mobile business Click here for Table of Contents 74 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Business Partner Opportunity Partner Type Sales Role • Work with ISV to Integrate IBM Mobile Enterprise portfolio with ISV application • Prospecting/Indentify opportunities • Joint Sales (potential) 1. ISV Client Relationship • Embed • Influence 2. VAR/VAD; RSI & Solution Providers • Identify and sell IBM Mobile Enterprise portfolio • Implementation services • Fulfill orders • SVI / SVP* : OI / OO • Influence 3. GSI • Identify and recommend Mobile Opportunities • Design services • Implementation Services • Influence • SVI / SVP : OI / OO 4. Mobile App Designers • Expertise on Mobile App Design • Augment ISSW/other services team • Influence • Progress to ASL/Resell 5. Managed Service Providers • Offer IBM Mobile Enterprise portfolio as part of their platform offering to solution developers • Resell/ASL** with x. SP Attachment * SVI = Sales Value Incentive * SVP = Sales Value Plus Authorized Distribution ** ASL = Application Specific License Agreement 75 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference About ZSL § ZSL is a Global Systems Integrator, ISV & IBM Premier Business Partner headquartered at Edison, New Jersey, with 4500 employees spread across in offices in India, Middle-East, US, UK, Canada, France, Germany, Belgium, Malaysia and Singapore § SVP and Authorized Reseller, Solutions and Service provider for Web. Sphere Core, Web. Sphere Cast Iron, IBM Worklight, VDSB, IBM Smart. Cloud, Rational, DB 2, IBM Softek Data Mobility Solutions (DMS), Cognos, ISS, Storage & Servers § Application Specific License for Web. Sphere s. Mash, WAS, WPS, DB 2 Express, Rational Software § ZSL created Centers of Excellence (Co. E) for Cloud, Enterprise Mobility and Big Data Analytics Computing with more than 100 subject matter experts specialized in Smart. Cloud Enterprise, Worklight and Cognos. 76 ZSL Brings Mobility and Cloud Enablement to the Enterprise with IBM Work. Light Technologies, IBM SCE and IBM Web. Sphere CI ZSL Implements IBM Web. Sphere Cast Iron to Cut 24 -hour reporting delay to near real time ZSL develops Web 2. 0 assets 3 times faster with IBM Web. Sphere s. Mash Awards & Accolades Success Stories ZSL Ranked in 2011 Information. Week 500 List of Top Technology Innovators Across America IBM Recognized ZSL's Innovations in the Cloud and Mobile Enterprise Enablement - Won Finalist Awards at Impact 2012 ZSL’s Power. Cube Daa. S, IBM OCCS-based Desktop Virtualization Solution Won Finalist CTO award at IBM Lotusphere 2009 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Business Partner Profile – Mobile Foundation Customers will pay a premium to vendors with industry-specific expertise Mobile Business Partners… § Know industry – trends, profiles, problems, and business needs – Top industries are Banking, Healthcare and Retail § Understand client and market buying patterns - Mobile is different: – Transformational business models • Anytime, anywhere business transactions • Importance of social business interactions – Faster lifecycles – More iterative – Requires open standards § Understand speak the language of “Mobile” – i. e. App development using native and/or familiar web technologies, HTML 5, CSS 3, Java. Script – App delivery in variety of forms, Mobile Web app, Hybrid app, Native § Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities – Understand articulate the business-to-enterprise benefits – Understand articulate the business-to-consumer or B 2 C space benefits § Can differentiate the advantage of the Mobile Portfolio versus the competition § Have the expertise to extend customer applications across different mobile devices and infrastructures § Business Partners must have cross-brand expertise – Mobile is a top priority of the enterprise and IBM Business Partners can deliver comprehensive end to end mobile solutions for their clients Click here for Table of Contents 77 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Web. Sphere Partner. World Site to access Business Partner sales and marketing tools and other resources 2 Complete your Web. Sphere Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Web. Sphere through Training & Certification. 4 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing 5 Click here for Table of Contents 78 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources Worklight Certification Requirements: Resell Requirements Brand Family: IBM Mobile Foundation & IBM Worklight Fulfillment system: Passport Advantage Web. Sphere CORE Authorization Group Requirements • Partner. World Partner Plan • 2 Web. Sphere CORE Technical Certs * • 1 Web. Sphere Sales Cert • or have WS CORE approved VAP Solution • IBM Mobile Worklight Sales Mastery v 1 M 660 test will be available by July 30 th • IBM Mobile Worklight Technical Mastery v 1 N 31 test will be available by July 30 th Click here for Table of Contents 79 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
IBM Pure. Systems Business Partner Guide Value Propositions A New Era of Computing Click here for Table of Contents 80 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Clients struggle to overcome barriers of time, cost & risk Typical IT Project Time and Budget Top Causes of Project Delays Phase Hardware Troubleshooting and tuning production environment Time (days) Budget Specify/design 73 - 96 14% - 16% Procure 57 - 112 19% - 21% Implement 74 – 93 12% Configure/test 74 – 80 10% - 11% Cluster & HA 66 – 104 11% - 12% Backup 44 – 108 10% Tune 89 – 98 9% - 10% Management 67 – 110 9 – 10% 45% Integration, configuration and testing of the infrastructure Installation, cabling and network access for the environment 45% 29% Software Integration, configuration and testing of applications Integration, configuration and testing of middleware Configuration, build and deployment of applications 41% 35% 34% of new IT projects (US) deploy late From a commissioned study conducted by Forrester Consulting on behalf of IBM Click here for Table of Contents 81 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Only 1 in 5 can allocate more than half their IT budget to innovation Least efficient data centers Most efficient data centers Use of new technology: 43% first and fast technology adoption 1% move virtual machines to meet desired outcomes 21% use storage virtualization 3% use a storage service catalog (tiered storage) 86% first and fast technology adoption 58% move virtual machines to meet desired outcomes 93% use storage virtualization 87% use a storage service catalog (tiered storage) Results: New projects Maintaining existing infrastructure 65% 35% New projects 53% Maintaining existing infrastructure 47% Source: 2012 IBM Data Center Study: www. ibm. com/data-center/study ( http: //www. ibm. com/data-center/study ) Click here for Table of Contents 82 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview The time has come for a new breed of systems Systems with integrated expertise and built for cloud Built-in Expertise Integration by Design Capturing and automating what experts do – from infrastructure patterns to application patterns Deeply integrating and tuning hardware and software – in a ready -to-go workload optimized system Simplified Experience Making every part of the IT lifecycle easier - with integrated management of the entire system and a broad open ecosystem of optimized solutions Click here for Table of Contents 83 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview IBM Pure. Systems A new family of expert integrated systems with: § Built-in expertise to address complex business and operational tasks automatically § Integration designed to accelerate system setup and application management § Simplified lifecycle experience from purchase to maintenance IBM Pure. Flex System § Factory integrated and optimized infrastructure § Management integration across compute, storage and networking – both physical and virtual § No compromise design with system level upgradability § Designed for cloud with flexibility and simplicity IBM Pure. Application System § Optimized for performance and virtualized for efficiency § Designed for transactional web applications and enabled for cloud § Application-aware workload management Click here for Table of Contents 84 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions IBM Pure. Systems Why Clients Want to Buy Simplified experience, single point of management across compute, storage and networking Built in expertise to address complex business and operational tasks automatically Integration by design to run systems for optimal performance and efficiency Reduce IT sprawl , optimize workloads Why Business Partners Want to Sell Obtain access to a very broad and large market opportunity-grow your business New high value consultative services opportunity and optimized solution sales delivery with leading ISV offerings Incremental incentives from hardware and software to increase earning potential Accelerate the sales cycle and increase time to value for client implementations Click here for Table of Contents 85 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile IBM Pure. Systems Business Partner Profile of Business Partner Reseller for IBM Pure. Flex System Profile of Business Partner Reseller for IBM Pure. Application System § Strong Blades, Sys x and/or Power Sales & Marketing Skills/Systems Mgmt. & Implementation skills § Strong middleware skills § Ability to “value sell”– selling the value of the “integrated” platform § Sufficient skills and capabilities to support the Pure. Application System sales process and the Pure. Application System-specific Po. C program. § Understand full client value prop § Understanding of the following technologies – Networking – Virtual Fabric – Ethernet – Fibre Channel – Tivoli – TPM Virtualization - Systems & Storage – Cluster Control – High Availability – Energy Management – Fabric Management § Skills in middleware virtual images and patterns including skills with IBM Workload Deployer – Ability to execute a Po. T, Po. C or BVA for components of the Pure. Application System software stack § Solution offerings focused on web application server deployment or database capabilities § Expertise in workload consolidation and virtualization services § Demonstrable skills in application and systems migration projects Click here for Table of Contents 86 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the IBM Pure. Systems Site to access Business Partner sales and marketing tools and other resources 2 Complete your Web. Sphere Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Use IBM Pure. Systems Enablement Maps to educate your Sales and Delivery Teams & become SVP Authorized to resell IBM Pure. Systems. 4 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 87 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Rational Business Partner Guide Value Propositions Click here for Table of Contents 88 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Enabling product and service innovation Security Application Lifecycle Management § Application and process § Design management § Build and deploy management § Quality management § Requirements management Enterprise Modernization § SW change and configuration management § Application modernization § Application portfolio management § Multi-platform development $14 B Overall Market Opportunity Business Planning and Alignment § IT portfolio management § Enterprise and business architecture § Product portfolio management § Delivery and performance management Design, Development and Deployment Complex and Embedded Systems § Architecture and design § Systems engineering § Application development § Systems of systems engineering § Build and deploy § Real-time, embedded systems and software development § Real-time and embedded software development § Compilers 89 § Product line engineering Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Rational Brand Value Proposition: Transform software and systems delivery to more effectively turn market requirements into innovative and profitable products and services, faster than the competition Innovation is increasingly being driven by software Software-driven innovation with IBM Rational Realities can stall software-driven innovation Transforming software Three key actions and systems delivery brings of transforming software about dramatic business results and systems delivery Jazz provides open collaboration Achieve break through across the software benefits with IBM and systems lifecycle IBM has set the bar for software and systems engineering platforms Click here for Table of Contents 90 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Rational Cross-IBM initiatives Capabilities / What IBM Sells 2011 IBM Simplified Commercial Framework Rational leads product and service innovation Cloud § Integrated Product Management (IPM) Rational-led BAO Smarter Computing Business Agility § Integrated Service Management (ISM) Tivoli-led Rational plays a key role in: § Cloud Planning, Security, Develop and Test Social Business Product and Service Innovation Competitive § Smarter Computing Enterprise Modernization § Business Agility Business Planning and Alignment § Security (cross-framework) IBM Secure by Design x 86 Systems Click here for Table of Contents 91 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference § Premier IBM Rational Business Partner, ISV, Reseller, Systems Integrator, Education Provider § Authorized across all Rational Brand products and covering all market segments within the United Kingdom & Ireland § IBM Software Platinum Achievement “Rising Star” Award at the IBM Software Partner College § Trace. Line for DOORS listed in Global Solutions Directory and Ready for IBM Rational Software, Two VAP approved solutions. SVI and SVP Approved. § Case Study: Network Rail , - DOORS, UK Ministry of Defence - Trace. Line™ for DOORS “From a standing start, Integrate has achieved impressive sales growth…enabling many new customers to adopt and gain benefit from Rational products and has worked hard with… IBM to deliver the Rational systems sales strategy. They are a great bunch of people to work with!” …A Satisfed IBM Value Added Distributor Click here for Table of Contents 92 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Rational: Reseller Business Partner Profile of traditional Reseller: Profile of high volume Reseller: § Software License sales and/or Hosting Service as part of their business model § 100% focused on IBM Solutions § Professional sales staff (customer facing) – Customer Facing – Telesales/Outbound calling § Cross Brand sales capability § Marketing resource § Unique solutions that leverage IBM Rational technology (and differentiate them from the stand alone IBM offerings) § Pre / Post Sales Technical resources – Ability to work with customers to understand their business/technical problem and to provide solutions based on IBM offerings – Specialized domain/industry knowledge § Commitment to obtaining certification and maintaining skills in Rational solutions § Willingness to collaborate with IBM Lab Services teams § Multiple offices or willingness to travel to support sales § Industry recognized certifications § Growth objectives: – Acquisitions – Multi-national § Resources (financial and staff) to invest in new/developing technologies Click here for Table of Contents 93 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 2 3 4 5 Visit the Rational Partner. World Site to access Business Partner sales and marketing tools and materials and training Complete your Rational Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Rational through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 94 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources - Rational § Ready for Rational: §Stephen Lauzon § Rational Business Partner Development & Sales Manager WW §Chris Mowry § Rational Channels: North America Lead §Mark Briggs § Rational Channels: Latin America Lead §Jose Ramon Pena Toro § Rational Channels: North Eastern Europe Lead: §Anat Samra Raunio § Rational Channels: South Western Europe Lead: §Olivier Roubine § Rational Channels: Asia Pacific Lead: §Jaya Mahadevan § Rational Channels: Japan Lead: §Tomotaka Yoshikawa § Rational Business Partner Marketing: • Mark Masercola World Wide Lead Click here for Table of Contents 95 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Security Business Partner Guide Value Propositions Click here for Table of Contents 96 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Worldwide Security Segment Opportunity Exceeds $73 B by 2015 WW Security Products and Services Segment Opportunity (2011 – 2015) WW Security Product Opportunity by Segment (2012) Source: IBM Market Insights, 2 H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by Click IBM nor is IBM committing to any particular technology or solution. 97 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. here for Table of Contents © 2012 IBM Corporation
Portfolio overview Leading Products & Services in Every Security Segment Click here for Table of Contents 98 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Solution Area: Security Intelligence and Analytics Portfolio Overview Helping our customers optimize security with additional context, automation and integration QRadar SIEM • Integrated log, threat, compliance management • Asset profiling and flow analytics • Offense management and workflow QRadar Risk Manager • Predictive threat modeling & simulation • Scalable configuration monitoring and audit • Advanced threat and impact analysis QRadar Log Manager • Turnkey log management • Upgradeable to enterprise SIEM QRadar Network Anomaly Detection • Network analytics, behavior and anomaly detection • Fully integrated with SIEM Click here for Table of Contents 99 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Solution Area: People Portfolio Overview Manage and extend enterprise identity context across all security domains with end-to-end Identity Intelligence IBM Security Identity Manager * • Automate the creation, modification, and termination of users throughout the entire lifecycle • Identity control including role management and auditing IBM Security Access Manager Family * • Automates sign-on and authentication to enterprise web applications and services • Entitlement management for fine-grained access enforcement IBM Security z. Secure suite * • User friendly layer over RACF to improve administration and reporting • Monitor, audit and report on security events and exposures on mainframes. 100 * Solution package purchase options available Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Solution Area: Data Portfolio Overview Enterprise-wide solutions for assuring the privacy and integrity of trusted information in your data center IBM Info. Sphere Guardium Product Family • Database Activity Monitoring - continuously monitor and block unauthorized access to databases • Privileged User Monitoring - detect or block malicious or unapproved activity by DBAs, developers and outsourced personnel • Prevent Database Leaks - detect and block leakage in the data center • Database Vulnerability Assessment - scan databases to detect vulnerabilities and take action • Audit and Validate Compliance - simplify SOX, PCIDSS, and Data Privacy processes with preconfigured reports and automated workflows IBM Security Key Lifecycle Manager • Centralize and automate the encryption key management process • Simplify administration with an intuitive user interface for configuration and management Click here for Table of Contents 101 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Solution Area: Applications Reducing the costs of developing secure applications and assuring the privacy and integrity of trusted information Portfolio Overview App. Scan Enterprise Edition • Enterprise-class solution for application security testing and risk management with governance, collaboration and security intelligence • Multi-user solution providing simultaneous security scanning and centralized reporting App. Scan Standard Edition • Desktop solution to automate web application security testing for IT Security, auditors, and penetration testers App. Scan Source Edition • Adds source code analysis to App. Scan Enterprise with static application security testing Click here for Table of Contents 102 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio overview Solution Area: Infrastructure (Network) Guard against sophisticated attacks using an Advanced Threat Protection Platform with insight into users, content and applications Portfolio Overview IBM Security Network Intrusion Prevention (IPS) • Delivers Advanced Threat Detection and Prevention designed to stop targeted attacks against high value assets • Proactively protects systems with IBM Virtual Patch® technology. • Protects web applications from threats such as SQL Injection and Cross-site Scripting attacks • Integrated Data Loss Prevention (DLP) monitors data security risks throughout your network • Network Anomaly Detection for predictive early detection of network threats, system mis-configurations and out of policy traffic • Provides Ahead of the Threat® protection backed by world renowned IBM X-Force Research IBM Security Site. Protector • Provides central management of security devices to control policies, events, analysis and reporting for your business Click here for Table of Contents 103 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Why IBM Security Systems? IBM Security Systems § Unique and Comprehensive Security Framework § $1. 8 B investment in innovative technologies § 6 K+ security engineers and consultants § Largest vulnerability database § Award-winning X-Force® research § Analyst-recognized leadership in every segment Intelligence ● Integration ● Expertise Click here for Table of Contents 104 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Business Partner Reference http: //www. encodeinc. com § IBM Premier Level Business Partner in Partner World § SVP Authorized in all five IBM software brands § Track record of over 700 security engagements, and a world-class Support Services organization with over 100 long-term customers § Recipient of multiple IBM excellence awards: • 2009 IBM Beacon Award For Delivery Excellence • 2008 Avnet Crystal Growth Award • 2010 IBM Beacon Award Finalist, Overall Technical Excellence. • Member IBM Security Global Advisory Board • Member Business Partner Advisory Council, Security Systems Division Click here for Table of Contents 105 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Security Business Partner Profile § The ideal Business Partner for IBM Security Systems has a well -developed security practice selling across one or multiple security segments: Network/Threat, People/Identity, Application, Data or Security Intelligence. § Many of our Business Partners are specialists in one of those areas, bringing very deep skills and expertise to our customers. § Key cornerstones of a great security business are: § consultative selling approach § pre-sales technical support § deployment/implementation practice § New Business Partners must also be willing to participate in IBM incentive programs and invest in marketing and opportunity identification. Click here for Table of Contents 106 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources Security Business Partner Resources ibm. com/partnerworld/security Sales Plays, Security Talk Replays, Sales Kits, Top Gun Prep, Certifications Pre-packaged marketing campaigns – it’s easy! Click here for Table of Contents 107 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Security Partner. World site to access Business Partner sales and marketing tools and materials and training 2 Complete your Security Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your sales and delivery teams & become SVP Authorized to resell security through Training & Certification. 5 Develop a marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing. Click here for Table of Contents 108 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Tivoli Business Partner Guide Value Propositions Click here for Table of Contents 109 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity Did You Know? § 5000+ Tivoli partners worldwide § >30% of all Tivoli sales are through our Business Partners § >50% of Tivoli storage sales are through our Business Partners § >67% of our General Business sales are through Business Partners § Overall Tivoli market opportunity in 2015 should be over $35 B Total market opportunity over $35 B by 2015 Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Click here for Table of Contents 110 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Faster Delivery Market opportunity 90% Mastering technology is the key to rethinking IT and reinventing business view cloud as critical to their plans* Improved Reach 1 Billion Smartphones and 1. 2 billion mobile employees by 2014* Responsive Operations Factors impacting organizations: 1. Technology factors 2. People skills 3. Market factors 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 7. Socio-economic factors 20 B+ Intelligent business assets* New Insights 2. 7 ZB of digital content in 2012, a 50% increase from 2011* 8. Environmental issues 9. Geopolitical factors 111 * Data sources noted in speaker notes Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio Overview IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships… Optimize with Cloud Extend to Mobile Devices Speeding service delivery from 45 days to 20 minutes Increasing sales with new promotions from 15% to 75% Source: Tivoli Client Reference Database, various client references 112 Deploy Smarter Physical Infrastructures Recognizing & repairing over 50% of issues before operations impact Protect & Manage Data Reducing the time it takes to backup critical data by 80% Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio Overview IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success. Optimize with Cloud Extend to Mobile Devices Protect & Manage Data Deploy Smarter Physical Infrastructures Service Delivery & Management Capabilities 113 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions - Tivoli ENABLE ENGAGE EARN § Best Service Delivery Products § Skills: Tivoli Virtual Sales Academy § Comprehensive Sales Plays § Access to Experts: Tivoli Accreditation § Increased Lead Passing: LPDE, PAS, NLLB § Small Deals and Cost Buster solutions § More Incentives - SVI § Multiple Options - SVP § Simplified Processes § Leverage IBM Aircover – POE § Plays for Your Success info boom Purchased by IBM CNBC Sponsored by IBM Created by Fans Linked in § Tools to Grow Your Business facebook § Web Marketing twitter You Tube Click here for Table of Contents 114 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference Winning isn't everything, it is the only thing! Reference slide STORServer At Bellin Health Front-safe at al dente IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health. The leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup. § § STORServer Channel Management STORServer’s IBM ASL representatives Tivoli Brand folks Meridian IT Reseller Challenge: Bellin Health was facing a data management problem not unlike many health care providers are experiencing. Rapid growth in data was starting to tax the current infrastructure, including their old Backup. Exec system. Objective: To replace a legacy system tied to the facility’s old electronic medical record system. Solution: STORServer Backup Appliance Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente. Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Frontsafe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers. Click here for Table of Contents 115 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Tivoli Business Partner Profile of traditional Reseller Profile of high volume Reseller § Value driven, implementationoriented; offers value added expertise, including: § Velocity driven, transaction-oriented – Education – Services (cloud, installation, configuration, migration, etc) – Offerings Built on Tivoli (cloud, automation, asset management, security, storage) § Manage complex project engagements well, including competitive take-out situations § Run Co-marketing engagements to generate opportunities § Engages with IBM Marketing activities § Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals § Generate leads by prospecting new customers § Strives to maintain digital marketing tactics § Takes advantage of IBM’s Comarketing and conference benefits to generate opportunities § Leverages IBM Marketing resources § Understands lead competitors: EMC, CA, HP, etc. Click here for Table of Contents 116 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 2 3 4 5 Visit the Tivoli Partner. World Site to access Business Partner sales and marketing tools and materials and training Complete your Tivoli Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Tivoli through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 117 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Web. Sphere Business Partner Guide Value Propositions Click here for Table of Contents 118 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Market opportunity 2012 Web. Sphere Opportunity by Pillar Application & Integration Middleware Software Markets $16 B in 2012 October 2011 AIM Market Trends Source: IBM Market Insights, 2 H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. 119 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Portfolio Overview Web. Sphere Capabilities Enable Business Agility With IBM’s help, customers can And must continue to transform to grow Agile processes and decisions Unbounded applications Rapid, adaptable integration Flexible and intelligent Infrastructure Click here for Table of Contents 120 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Value Propositions Why Sell/Value Propositions Why Team with Web. Sphere can help you enhance your profitability and increase your ROI Large Customer Base § Web. Sphere has over 100, 000 clients, and over 7, 400 Business Partners § 93% of the Fortune 100 use Web. Sphere Leading Platform § Approximately $5 trillion worth of application investments currently reside on IBM systems and software and nearly 80% of all transactions go through Web. Sphere software § Web. Sphere is the market-leading Internet infrastructure software, or middleware, for creating, running and integrating on-demand e-business applications across a variety of computing platforms IBM has a portfolio of comprehensive enterprise mobile capabilities Award Winning Products § The Forrester Wave. TM: Business Process Management Suites, Q 3 2010 report names Web. Sphere BPM one of the strongest sets of BPM capabilities in the market today § Gartner has once again named IBM as the worldwide market share leader in the application infrastructure and middleware (AIM) software segment § Information Security magazine ranked IBM Data. Power XML Security Gateway XS 40 as the "Gold" market leader in its annual reader's survey for the second consecutive year (April 2008). Click here for Table of Contents 121 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Reference § Premier IBM Business Partner, ISV, Reseller, Systems Integrator, Education Provider § Authorized across all IBM brands, multiple Industries & within Web. Sphere Core, BPM & Mobility categories § Achieved IBM’s Highest Level Technical Expertise Rating of 5 § Winner of over 10 IBM Awards including 2012 Beacon Award for Business Agility § Over 25 Solutions available in the IBM Solutions Directory § Helping customers IDP, Horizon BCBS of NJ, BCBS of MA, Honeywell and more go Mobile § Prolifics Web. Sphere BPM, SOA , Integration, Connectivity & Mobility Case Studies § Video Case Study: Post-N-Track § Video Case Study: Horizon BCBS of NJ § Video Case Study: Equinox Fitness § PDF Case Study: IDP § PDF Case Study: Mothercare § PDF Case Study: m. Blox “Over 10 years ago Prolifics made a strategic decision to align with IBM and Web. Sphere. Growing by over 450% in the last decade, it was clearly a turning point in our company’s history and one we would not have achieved without the support of IBM, the Web. Sphere brand, and the programs that support the IBM business partner community. ” Devi Gupta, VP of Marketing Click here for Table of Contents 122 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Partner Profile Web. Sphere Business Partner Profile of Business Partner Reseller for IBM Business Process Management § Project selling model -- tightly coupled with an application – high repeatability and volume implementation/ integration § Strong solution selling competency to new prospects § Profile of Business Partner Reseller for IBM Web. Sphere Application Server – Application Infrastructure § Understand cross-functional business process flow and use cases Writes applications requiring an application server such as Independent Software Vendors (ISVs) or companies who deploy systems projects such as Systems Integrators (SIs). § Web Serving Applications (big and small) § Ability to identify integration requirements § Migration from Open Source or Oracle web servers § SOA skills § Specific projects running on single servers § Understanding of cross-functional business process flow and use cases § Java applications running on single and multiple distributed servers and/or z native as well as Linux on z Profile of Business Partner Reseller for IBM Mobility Know industry – trends, profiles, problems, and business needs Understand client and market buying patterns and understand speak the language of “Mobile” i. e. App development using native and/or familiar web technologies, HTML 5, CSS 3, Java. Script App delivery in variety of forms, Mobile Web app, Hybrid app, Native Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities Understand articulate the business-to-enterprise benefits Understand articulate the business-to-consumer or B 2 C space benefits Can differentiate the advantage of the Mobile Portfolio versus the competition Have the expertise to extend customer applications across different mobile devices and infrastructures 123 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Web. Sphere Partner. World Site to access Business Partner sales and marketing tools and other resources 2 Complete your Web. Sphere Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Web. Sphere through Training & Certification. 4 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing 5 Click here for Table of Contents 124 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Thank you! Click here for Table of Contents 125 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Disclaimers: § © Copyright IBM Corporation 2012 § IBM Corporation Software Group Route 100 § Somers, NY 10589 § Produced in the United States of America § August 2012 § All Rights Reserved § IBM, the IBM logo, ibm. com and Partner. World are trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U. S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm. com/legal/copytrade. shtml. § The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. § References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth, savings or other results. " Click here for Table of Contents 126 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation
Скачать презентацию September 2012 IBM Software Business Partner Guide This
5889532e30b6bf0a9616e179ec02bc78.ppt