© 2013 ibm corporation software co-marketing funds to drive success

© 2013 IBM Corporation

Software Co-Marketing Funds to Drive Success

The most successful Business Partners have a marketing plan

Consider

Market trends

Competition

Client buying preferences

Include

Your web site

Tactics/content that work best

Experts and influencers

Document

Full year plan, by quarter

Budget and targets

Consider

Market trends

Competition

Client buying preferences

Include

Your web site

Tactics/content that work best

Experts and influencers

Document

Full year plan, by quarter

Budget and targets

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IBM Business Partners who invest in marketing drive results

In 2012, Business Partners who used IBM Software Co-Marketing funds drove three times more revenue on average than Business Partners who drove revenue without using the funds.*

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Source: IBM Internal Reports (SWG PartnerMap - IBM Software active BPs with 2012 total revenue activity, subset with allocated co-marketing funds) Source: IBM Internal Reports (SWG PartnerMap - IBM Software active BPs with 2012 total revenue activity, subset with allocated co-marketing funds)


Use Software Co-marketing to help offset your marketing costs

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“IBM’s Co-marketing is highly effective and flexible. We love to use various marketing methods and can do so because of the programs that are in place. It keeps us on track, within budget and keeps us motivated to execute effective marketing initiatives.”

- Christina DiLallo, Marketing Manager, Newcomp Solutions

Additional funds available for proven results

Software co-marketing agency support

Available for progression activities

Extends your marketing budget

Use for a variety of marketing tactics

50:50 funding match


Marketing Execution with Software Co-marketing funds – your choice

5

Business Partner LedYou have the resources and

skills to generate your own demand or

progress existing leads

Marketing Agency* or VAD Assisted

You want an IBM approved marketing agency or VAD to provide end-to-end campaign

managementYo

ur m

arke

ting

skill

Your ability to execute independently

Benefits of using an Agency or VAD

Saves you time and resources Proven marketing expertise Maximizes your cash flow Trained on IBM systems and tools

End-to-end campaign management

Submits marketing activity request and leads for you

Expert marketing capability

Competitive experience in the marketplace

Agency/VAD files for reimbursement

5 *Not currently available in North America


Software Co-marketing qualifying expense examples

Direct marketing

Telemarketing

Advertising

Tradeshows, customer conferences,and marketingseminars

Digital marketing

Integrate activities into a single multi-touch campaign

Print - newspapers, magazines, etc. Catalogs, billboards, radio/television Gifts, including promotional merchandise, to the specified limits

Production costs for IBM CoMarketing Center create & design List of prospects Creation, production and distribution costs

Webcasts, white papers, case studies, self-running demos Internet social media marketing activities to generate demand E-mail prospect lists Search engine optimization designed to improve lead generation

Registration fees for Business Partner employees Booth space and furniture/carpeting rental Audiovisual and computer equipment rental and internet costs Signage and booth displays Lead retrieval systems Collateral focused Business Partner solutions using IBM products Freight, drayage or shipping costs for materials delivered to the trade show

List of prospects Temporary staff costs to conduct telephone campaigns Telemarketing vendor fees for orientation and campaign calls

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Business Partner success using Software Co-marketing: Synergy

• Dashboard design event held in Cape Town, Johannesburg and Durban

• 250 attendees

• $20 in win revenue for each $1 spent in marketing

• IBM funded 50% of the marketing costs

Three follow on tactics resulting in >$50K win revenue:

1. BI Masterclass series – free eBook with registration to a series of emailers

2. Breakfast presentation on mastering BI techniques

3. Thought leadership speaker slot at IT Web BI Summit 2013 in Johannesburg

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Business Partner success using Software Co-marketing: Encode

• Success from a recent event series: “Security, Compliance and Risk Management for the Enterprise”

Philadelphia (2 new clients out of 46 attendees)

Washington DC (1 new client out of 22 attendees)

NYC (1 new client while growing 2 current clients)

“The IBM co-funding program has been a critical tool for our organization’s success. The fact that IBM invests 50% of the cost for these events makes us feel like we have a true and trusted partner. For a small investment you can get a large return.”

- Jim Skidmore, Vice President, Encode

“The IBM co-funding program has been a critical tool for our organization’s success. The fact that IBM invests 50% of the cost for these events makes us feel like we have a true and trusted partner. For a small investment you can get a large return.”

- Jim Skidmore, Vice President, Encode

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Get started now!

1. Meet eligibility criteria by participating in one of the following: Software Value Plus (SVP)

Software Value Incentive (SVI)

Value Advantage Plus (VAP)

IBM Solution Provider – IBM Software as a Service

2. Engage your:– IBM Representative– Value Added Distributor

3. Visit the PartnerWorld Web site for more information www.ibm.com/partnerworld/page/pw_com_cfm_index

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Key resources to create & execute marketing campaigns

Sales & Marketing Plays IBM Web Content Syndication Software One Ready To Execute Marketing Campaigns IBM PartnerWorld Marketing Resources Third party vendor discounted marketing resources

– Hoovers

– TSL Marketing

– Digital Marketing

– Qualtrics Research Suite

– Internet Lead Marketing Generation

– Success Story in a Box

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Questions?

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© 2013 ibm corporation software co-marketing funds to drive success

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