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Guy Jacobus
Channel Marketing Manager - BeNeLux
Generating Greater
Pipeline Together
© 2012 IBM Corporation
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Demand Generation that Works
Our 2012 Demand Generation efforts are focused on
Passing more leads
to you
Helping you create more leads
Working with you to
win more business
Software Quick Start
The IBM Software Quick
Start for Business
Partners is designed to
help you navigate the
IBM PartnerWorld
program – step by step
– and optimize your use
of the most important
software focused tools
and resources that
optimize your business
growth.
Note: All Pages titles are hyperlink
to the Software Quick Start page in
PartnerWorld
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© 2012 IBM Corporation
Grow Your Business With IBM Software Tool
The Grow Your Business
tool allows you to easily
find additional products
to add to your current
software portfolio
offerings.
•
Identify products of
interest
•
View estimated
return on
investment
•
View sales and
marketing materials
for each offering
Grow Your Investments and Portfolio
Business Partner Profitability Tool
The IBM Business Partner
Profitability Tool allows
Business Partners to view
an estimated return on
their investment for select
products.
It also offers the flexibility
to tailor much of the data
to reflect the Business
Partner's individual
business model.
Grow Your Investments and Portfolio
© 2012 IBM Corporation
IBM Market Insights (COMP)
IBM Market Insights is IBM’s
worldwide portal for
competitive information on
hardware, software and
services.
It provides no-charge access
to competitive tools.
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4Q SWG Business Partner Sales Plays
SAI = Sales Accelerator Incentive
Business Need
IBM Software Capability
SAI
Sales Play
X
Get Insight Into Your Business: IBM Smart Analytics System, InfoSphere
Warehouse and Netezza
Data Management
X
Reduce IT Costs
X
Information Integration for the Midmarket - Deliver Trusted Information
Turning Information into Insight
X
Financial Statement Reporting
Business Analytics
X
Business Intelligence Led Business Analytics
X
Business Analytics for Midmarket
X
Selling Business Analytics to the Office of Finance
Enterprise Content Management
X
Advanced Case Management
X
Win in Key Industries with Social Business Agenda
Deepen engagement with
Social Collaboration
X
CMO's Want to Get Social
customers, partners and
X
Web Experience Inside Out!
employees
X
Reinstate -Get Social with Collaboration, Mobile, and Cloud
X
Attack Whitespace with new SmartCloud email options
X
Use Benchmarking as a Competitive Advantage for Web Analytics
Commerce IBM Sterling MFT FTP Remediation
IBM Cloud File Transfer
Enterprise Market Management
Starting Conversations with the CMO (EMM)
Collaborative Life Cycle Management
X
Achieve faster software ROI with Application Life cycle Management
Accelerate product and service Compilers and Modernization
X
Power your Innovation with RDPower, Compilers, and Hats
innovation
Quality Life Cycle Management
X
Deliver higher quality software to minimize operational risk and cost
Complex and embedded systems
X
Innovate to develop smart products and systems
Business Service Management
IBM SmartCloud Application Performance Management
Optimize IT and business
Storage Management
Instant Opportunity - Tap into the success of TSM Suite for Unified Recovery
infrastruture
TRIRIGA for Lease Accounting
Asset Management
Asset & Facilities Management for Smarter Buildings
Maximo for Health, Safety and Environment
Business Process Management
X
Expand the reach and value of your customer's applications with Websphere
Enable the agile business
Connectivity and Integration
Reduce Costs & Accelerate Integration across organizations of all sizes with
Websphere MQ & Websphere Message Broker Express
Increase your Customer Business Agility and Capture New Opportunities with
Business Process and Operational Decision Management
Application Infrastructure
X
Build, Connect, Manage and Secure a Smarter Mobile Enterprise
Manage Security, Risk and
Security Intelligence, Analytics and Compliance
Compliance
Security Intelligence
Optimizing Identity & Access Management
X
Address Emerging Threats - All Life cycle Stages
© 2012 IBM Corporation
© 2012 IBM Corporation
IBM Software Business Partner Plays
For IBM and IBM Business Partner Use Only
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Win in key industries with Social Business Agenda
Social Business: From Liking to Leading! Industry leaders are disrupting their markets with Social Business and achieving ROI across the organization. Product Development can develop products in 1/3 the time. Marketing can increase market exposure by 100%. Sales can increase efficiency by 50%. And Customer Service can achieve 5% reduction in customer defection, thereby growing profitability. To stay ahead businesses need a social business engagement platform to activate a smarter workforce. To delight customers a comprehensive social customer experience is needed. Leverage IBM’s Platform for Social Business to provide this foundation for improving business outcomes.
Market Opportunity:
Social Business opportunity will reach $73B in 2012
across Software, Services & Hardware: reaching $99B by
2015 at $11% CAGR between 2011 to 2015. There is a
$17 Billion software opportunity to capture.
Why you want to sell:
Well positioned in the Marketplace
–
IBM Named Worldwide Marketshare Leader in
Social Software for Third Consecutive Year
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IBM Social Business Leadership Video on
Youtube
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IBM Named Leader in Forrester Wave: Web Analytics
Q4 2011
(Oct 2011)
Well positioned within IBM
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Social business is a key IBM strategy. See our new
website for Social Business – live on September 13
th.
www.ibm.com/social-business
–
Learn more from
IBM customers!
Register here
© 2012 IBM Corporation
IBM Software Business Partner Plays
For IBM and IBM Business Partner Use Only
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ICS: Win in key industries with Social Business Agenda
Play Description
Target mid to large enterprises in key industries including insurance, banking, healthcare, industrial and telco to introduce industry specific Social Business Agenda. Utilize new sales tools such as social business template proposals and assets including new customer references to create a compelling vision and offer. Capitalize on new capabilities such as Social ECM (Enterprise Content Management), Social Bridging (secure link between external and internal social networks), Analytics (Cognos), Mobility and more!
Customer Value Proposition
A social business applies social networking tools and culture to business roles, processes, and outcomes to achieve unprecedented return on time invested. The ways in which people interact, form relationships, make decisions, accomplish work, or purchase goods are fundamentally changing. Help your customers to take part in this transformation and reap the benefits of becoming a social business.
Lead Offerings Software:
•IBM Connections / Connections Suite IBM Exceptional Web / IBM Websphere Portal / Sametime / Lotus Notes & Domino / SmartCloud Engage Advanced and Premium
Brand Cross Sell Opportunities •GBS / Business Analytics / Smarter
Commerce, ECM, Lombardi,Cognos
Hardware: •POWER7 systems
•System x and z
Competitive Differentiation: •Breadth of integration – horizontal (Social, Mobile,
Content, Analytics and Cloud) and vertical per key industries
•IBM is a recognized market leader
Sales Scenario Company sizecustomer with 1500 users: $150,000. : 100+ employees. Audience:Typical sales cycleC-Level Executive, LOB Executive, IT Manager. : 90 to 180 days. Average software deal sizefor a Partners
IBM Software Value Plus (SVP) Authorized Business Partners and their Value-Added Distributors (VAD) and ISV’s with current WebSphere Portal, Web Content Manager, Connections, Connections Suite, Sametime, Cognos, and Smarter Commerce skills and certifications.
Reasons to Sell
Attract new LOB audiences and close quick sales that solve an immediate business need while opening the door to broad, business-based discussions that lead to large opportunities. Average Connections deal size is $65,000. WebSphere Portal NOW project types range from $25K to 125K.. Earn up to double SVIfees on qualifying competitive sales. Leverage the Cost Busters Solutions for Small Deals and the IBM Software Volume OfferingsIBM PartnerWorld programs. Engage in cross brand selling opportunities to grow your business.
Demand Gen Web Assets
Use the newConnections 4 “Core” presentation for customers and QRG – both posted in the Connections sales kit. NEWRTE (Ready to Execute) campaign for “Socially enable your business process”. Watch the Connections 4 Overview on Youtube! Show Connections for free as part of IBM Greenhouse– customers and partners can sign up for free. Leverage sales and marketing content for Connections Suite available in the PW sales kit for a comprehensive social solution with robust Document Management and real-time Unified Communication. Get started with IBM's Social Business event-in-a-box to help you plan and execute an event, whether face-to-face, virtual or a combination of both. Show your clients and prospects how they can tap into the power of Social to drive real business value. "Liking to Leading 2012 Launch event-in-a-box," is now available for IBM Business Partners at the IBM Business Partner Community.
Key Links: Win in key industries with Social Business Agenda andthe Quick Reference Guide.
Global Play Owner: Fran PolanecPlay Date: 4Q 2012Target: GB-LE / GB-MM Tactic Codes: Enter leads into GPP with appropriate tactic code
Business Area/Need: A social business disrupts their market, creates lasting competitive advantage, and gains ROI across the organization.
Product Groups: Social Business Program Framework:Social Business/Mid Market Smarter Planet: Social Business Industries: Cross Industry
