bill francis september 2013 building a smarter planet together greater innovation. sustained...
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Bill FrancisSeptember 2013
Building a Smarter Planet Together
Greater innovation. Sustained strength. Improved access to a world of opportunity.
The benefits through IBM PartnerWorld
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Agenda
Why team with IBM?
Smarter Planet
PartnerWorld Program
Benefits
Getting Started
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Why team with IBM?
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Why team with IBM?
• Industry-leading technology and vision
– Smarter planet strategy
– $6B in research and development
– Industry-leading systems, software, services and financing offerings for the channel
• Business Partner-led business model for Midmarket
• IBM commitment and strategic investments in 2015 Roadmap
– Business Partner Community
– Business Partner Coverage
– Business Partner Experience
• Industry-leading technology and vision
– Smarter planet strategy
– $6B in research and development
– Industry-leading systems, software, services and financing offerings for the channel
• Business Partner-led business model for Midmarket
• IBM commitment and strategic investments in 2015 Roadmap
– Business Partner Community
– Business Partner Coverage
– Business Partner Experience
Working together is critical to our mutual success.Working together is critical to our mutual success.
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IBM is invested in your success.
• When you do well, clients win.
• We back you with offerings for the midmarket, support, financing, incentives, enablement tools and much more.
Working together is critical to success for both of us
• Committed to making it easy to do business with IBM
Expanded support from local IBM industry experts
Investment in demand generation
Attractive, simplified incentive program
Competitive pricing
Rich support for marketing services execution
Education and skills development to drive increased client value
Extensive technical support
Collaboration resources
We’re making our relationship smarter
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Business Partner Charter: A deep, lasting commitment.
1. IBM Business Partners are vital to IBM’s business.
2. Our relationship is a collaboration of equals.
3. We invest in IBM Business Partners’ success.
4. We strive to provide the industry’s best Business Partner experience, in all respects.
5. We work with our Business Partners to seize the opportunities presented by a smarter planet.
6. We ground our relationships in the core values of IBMers.
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The vision to see and create a smarter planet.
Today, it’s all about building a smarter planet together – leveraging cloud computing, analytics, services, software and more to deliver meaningful value.
Together, we have the visionto see – and create – a smarter future and more intelligent solutions. Together, we are delivering on the promise of a smarter planet in businessesof all sizes.
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What does this all mean to you?
New Markets + New Buyers = Growth
The opportunity is growing: Line of Business buyers want integrated solutions for their industry-specific challenges…on premise or via the cloud
Our clients are turning to technology to solve specific challenges
CFO CMO HR OPS
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What is PartnerWorld?
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What is IBM PartnerWorld?
IBM PartnerWorld is an
award-winning, global program
designed to help our Business
Partners increase demand,
grow their business, and improve
profitability.
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CRN Channel Champs Channel Chiefs 5-Star Partner Program award - IBM PartnerWorld Top 100 Women in the Channel ARC Awards Tech Innovator award CRN Top 100 Executives
Sustained industry recognition.
IBM PartnerWorld has won hundreds of major channel-related industry awards around the world
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Rewarding your investment in IBM.
Premier
Advanced
Member
Significant Investment by the Business Partner Premier Business Partner Emblem Joint Marketing Planning Incentives and Rewards
Moderate Investment Enhanced Marketing and Sales Support
Introduction to the IBM portfolio Extensive information and
enablement benefits
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Benefits tiered by investment & achievement.
IBM delivers valuable support and resources extending across the sales cycle:
• Marketing • Selling • Technical• Training• Collaboration• Solutions
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PartnerWorld Benefits
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How PartnerWorld can help
The IBM PartnerWorldprogram offers:
•Market intelligence
• Co-marketing funding
• Sales support and tools
IBM Specialty programs focused on skills development• Products• Solutions• Industries• New capabilities
Technology boot camps
Capture New Markets Develop New Skills
Incentives
Promotions
Business transformation workshops
IBM Global Financing offerings
Grow Your Profits
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IBM invests more than $2.5 billion a year in support for Business Partners.
Marketing
Access trend data, build plans and campaigns, generate demand.
Selling
Create proposals, access valuable incentives, improve close rates, publicize your success.
Technical
Access tools for product development and support.
Training
Build skills, access certifications Webcasts, workshops and discounts.
Collaboration
Use forums, social media, network with other BPs and IBM.
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Rich resources designed with profitability in mind.
Business Challenge
Learn about PartnerWorld program benefits and stay informed about the latest offerings and benefits
PartnerWorld Benefits
• ibm.com/partnerworld• Personalized Subscription Newsletters• E-mail updates
Marketing• Generate demand
and leads
• Campaign Tactics• Client references• IBM marketing programs
Selling• Sell solutions
• Customer Briefings at IBM Briefing Centers• Business Partner Innovation Centers• BladeCenter and Storage Solution Centers• IBM Global Financing
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Rich resources designed with profitability in mind.
Business Challenge PartnerWorld Benefits
• IBM Innovation Centers• Software Access Catalog• Techline
Training• Develop skills:
Technical, Sales, Marketing, Business
• Know Your IBM (KYI)• PartnerWorld University (PWU)• You Pass We Pay Education Reimbursement
Collaboration• Team with IBM
and with other Business Partners
• Social Media tools • MidMarket Social Networking
Technical• Specify and
support solutions
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Supporting Business Partners with the Right Tools
Virtual Loaner ProgramBusiness Partner Locator Tool Selling with Social
Insights
Web ContentSyndication Success Story in a Box
Midmarket Asset Gallery
Financing a Smarter Planet
Social Media Boot Camp IBM Global Financing
Co- Marketing
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Roadmaps to growth: Setting our sights on the same destination.
By identifying the richest opportunities and
pursuing these growth areas together, we can
deliver solutions where clients need us most,
including:
• Big Data and Business Analytics
• Cloud computing
• Industries
• Services
• Social Business
• Software
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A collaborative advantage: Business Partners & IBM
“If you're a new member or you're about to join PartnerWorld, you will soon find out how IBM can help you do more – sell more, cultivate more skills that extend your reach across more markets and into high-growth areas such as cloud, analytics and expert integrated systems.
Today, IBM offers more support and resources than ever to help our Business Partners succeed. When you go to market with IBM, you can tap into the strengths that have made us a leader for more than 100 years. That’s why 120,000-plus firms around the world team with IBM.”
Mark Hennessy
General ManagerIBM Global Business Partners
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The PartnerWorld portal: The entrance to opportunity.
The PartnerWorld website is your
single point of access to a wealth of
resources and benefits available to
you as an IBM Business Partner.
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Enroll in IBM PartnerWorld today.
Let PartnerWorld put the power of IBM behind your business to help you:
• Increase demand for your solutions• Open new markets and create exciting
opportunities• Grow your business• Improve profitability
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Next steps
Update and maintain your individual and firm PartnerWorld profile ibm.com/partnerworld/partnertools
Create a personalized subscription to PartnerWorld News and opt-in to receive tailored e-mail communicationsibm.com/partnerworld News and announcements Newsletters
Familiarize yourself with the many PartnerWorld benefits and resources to find those most relevant to youibm.com/partnerworld
Use the Marketing benefits to generate opportunity ibm.com/partnerworld/marketing
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Learn more about PartnerWorld:
PartnerWorld Web siteibm.com/partnerworld
Not a member? Join PartnerWorldibm.com/partnerworld/partnertools
PartnerWorld Universityibm.com/partnerworld/pwu
Know Your IBM (KYI)ibm.com/partnerworld/knowyouribm
SMP03082-WWEN-00SMP03082-WWEN-00