1© 2007 IBM Corporation

Fast Track for Successful ROI Fast Track for Successful ROI IBM Software Quick Reference Guide for Business Partners

2007 – Edition 1

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2© 2007 IBM Corporation

Dear Business Partner:

The following IBM Software Quick Reference Guide is a fast-track manual for staff up and running when selling any of the IBM Software brands.

The guide provides quick, direct links to key product and program information, designed to help focus and develop knowledge and selling skills for IBM Software. Quick links to key marketing resources are also provided for demand generation & building pipeline.

With IBM cross-brand information, as well as brand-specific information, this guide will get you on the fast lane to ROI. Key areas include:

• Getting Started – Steps for Success• Business Planning• IBM Software Education & Enablement • Marketing and Selling Support

Get your company to the finish line, with the fuel they need to grow!

Introduction

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3© 2007 IBM Corporation

4© 2007 IBM Corporation

Table of ContentsGetting Started

IntroductionGetting Started ChecklistPartnerWorld Registration Business PlanningPartnerWorld Channel ResourcesContact Resources

Information ManagementIBM Software Education & EnablementMarketing and Selling Support

LotusIBM Software Education & EnablementMarketing and Selling Support

RationalIBM Software Education & Enablement Marketing and Selling Support

TivoliIBM Software Education & EnablementMarketing and Selling Support

WebSphereIBM Software Education & EnablementMarketing and Selling Support

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This Flash overviews the many benefits an IBM software Business Partner receives, including tools to help drive profitability and deliver customer value. You may link to it from your own Web site, using http://www.ibm.com/isv/partnerworld/pub /benefits/popups/fastlane.html

5© 2007 IBM Corporation

Getting Started Checklist

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Step 1: PartnerWorld Access & Profile:Enroll in PartnerWorld, or update Company profile and communications options

Step 2: PartnerWorld website navigation walk-through benefits availableLearn about Software benefits, resources and supportReview and bookmark handy marketing & sales resources sheets

Step 3: Getting Started on the road to profitability:Review 2007 Profitability ToolPurchase Value Package option and benefits Register for Passport Advantage to close deals faster & increase profit potentialApply to Software Value Incentive (SVI) & Value Advantage Plus (VAP) to earn rewards for identifying, selling and/or fulfilling software

Step 4: Get enabled with skills to be successfulReview IBM Professional Certification optionsCreate personalized profile in Virtual Innovation Center for sales/tech education & support Learn about IBM “We Pay” offerings: reimbursement for qualifying tests, courses & certs included in Value Package purchase starting at Member Level

Step 5: Understand your technical support optionsTechnical resources for product development and supportEvaluate Solution Builder Express - a portfolio of technical tools & implementation assets for the Small-Medium Business market Click here for steps 6 - 10

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Getting Started Checklist – (continued)

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Step 6: Positioned for Competitive AdvantageAccess PartnerWorld Industry Networks to build vertical market capabilities Focus on mid-market with Express Advantage tools & resources

Step 7: Create a business plan Use IBM PartnerPlan tool to help you define solutions, identify key markets, develop marketing tactics and manage execution

Step 8: Review new programs Leverage 2007 Marketing Programs, based on client needs & tiered by audience, to market & sell more effectively

Step 9: Review Marketing ResourcesCampaign Designer, Constant Contact and marketing vendors.Create customized marketing deliverables and demand generation campaignsSoftware sales & marketing kits to help generate leads & increase profit potential

Step 10: Explore sales tools to help close businessTake advantage of IBM Global Financing options and incentivesApply for PartnerWorld Lead Management (PWLM) to become enabled, facilitate collection and tracking of sales leads, and qualify for incentivesUse the Attach connector cross-selling tool to bring IBM brand info together in one place to help you increase your attach-rate revenue

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7© 2007 IBM Corporation

1. Go to www.ibm.com/partnerworld2. Click the Join button3. To register your company:

Obtain an IBM id (typically your email address)Follow the link to apply to PartnerWorld (you must sign the PartnerWorld agreement)Complete and submit the application formIf you complete the application you become your company’s Primary Relationship Contact / Authorized Profile Administrator (APA)

4. To add yourself to your company’s PartnerWorld profileObtain an IBM id, if you don’t already have oneFollow the “Add yourself to a location profile” link (requires a company token which the APA has)Complete and submit your employee record (APA must approve)

5. Your APA can also add employees to the profile

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Join IBM PartnerWorld

Update IBM PartnerWorld ProfileUpdate your company profile

Add new employeesUpdate employee profileUpdate employee access to specific applications

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8© 2007 IBM Corporation

Business Planning

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IBM offers our Business Partners a set of valuable tools to help you develop a business plan that insures your success with IBM Software.

• Profitability Tool - Provides an opportunity for a business Business Partner to quantify incremental investment and return for specific SMB and enterprise focused solutions.

• PartnerPlan Tool - Create a joint business plan that drives demand and increases profitability.

• IBM Software Cross Sell Reference Guide - Use this guide to better understand all available IBM software offerings & to cross sell between software brands.

• Executive Assessment - Shorten the sales cycle and increase close rates. This tool provides a series of targeted customer questions that lead to a billable statement of work.

• Software Strategy Notebooks - Provide a greater understand of IBM strategies

• Competitive Marketing Intelligence - Leverage IBM’s portal for competitive and analyst information.

• Value Net Connections - Provides a range of benefits from assistance in identifying the right Business Partner to developing and executing a full-scale marketing plan

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PartnerWorld Channel Resources

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PartnerWorld Program Benefits IBM PartnerWorld is a comprehensive marketing and enablement program providing a vast array of benefits for all IBM Business Partners. Consultants, integrators, Independent Software Vendors and resellers may view the benefits for software, hardware and services via these task-based categories:

Marketing - IBM provides benefits and resources to help you in a number of areas:• Market intelligence and planning• Marketing training• Generated customer awareness and demand• Publicize your success

Selling - IBM provides selling benefits and resources to help you in a number of areas:• Plan and propose• Close deals• Publicize your success

Technical - IBM provides benefits and resources to help you with all phases of product development and support.• Self help• Technical assistance• Technical services• Technical enablement

Training - IBM provides benefits and resources for developing your skills and knowledge:• Certifications• Online training• Face to face training• Discounts and reimbursements

Collaboration - IBM provides benefits to help you find other partners, learn about other Business Partner offerings, and contact and collaborate with IBM personnel and each other.

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10© 2007 IBM Corporation

Contact Resources

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PartnerWorld Contact ServicesProvide a single point of access to the many and varied services offered to our Business Partners. With one single phone number per country and one e-mail address, PWCS has the expertise you need. Business Partners (BPs) no longer have to make multiple calls to access the information and assistance they need. We can answer all your questions on the PartnerWorld arena with one call, saving you time and money.

Regional channel sales contactsAvailable to support you for all channel sales activities. If you have any questions regarding who your representative is, sales opportunities, customer issues, contract issues or any other channel sales related issues, please contact the person listed in the table based on your region/state.

IBM North America TechlineA pre-sales Technical Support organization which helps you sell IBM products and services. Techline is available to all Premier and Advanced PartnerWorld for Software Business Partners and Member Level Business Partners who have purchased the Value Package for Software.

Marketing Resource ManagersDedicated IBM marketing specialists who will provide personalized guidance to help you go to market. They will help you understand and complete industry networks requirements and who will recommend the PartnerWorld Industry Networks benefits that can help you meet your business objectives.

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IBM Software Education & Enablement

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WebSphereIBM SW Education & Enablement Marketing and Selling Support

Sales & Technical Education• Sales Training Path (includes Information Management 101 & 201)• Sales and Technical Sales Mastery Tests• Technical Training Paths• Brand Certifications

Education Events• Face to Face Workshops• Webcasts / Teleconferences• SWG Marketing & Education Event Calendar

Enablement Resources• IBM Virtual Innovation Center• developerWorks - New to Information Management• Technical - resources to help you with all phases of product development and support• Training - classroom, e-learning, downloads, and more • Self Study Aids• Software trials and Demos• Books

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Marketing and Selling Support

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Software Marketing Programs • Leveraging Information - helps businesses deliver trusted info in context for insight &

innovation. IBM’s portfolio leverages solutions to drive value from structured & unstructured info.

• Delivering information you can trust

• Building a dynamic infrastructure

• Managing the information lifecycle

Marketing - provides general market trends, plan market and business strategies, and generate demand for your hardware, software, or services.

• Marketing intelligence & planning – tools, market reports, prospecting kits, competitive info, analyst reports, comparison guides and white papers

• Resources to help you at the early marketing & selling cycle stages

• Playbooks & Marketing Kits – customer deliverables, telesales scripts, etc

• Case studies – examples of how businesses benefit from IBM software

• Incentives – co-marketing offers and limited time offers

Selling – provides help to obtain leads, create proposals, and improve closing rates

• Information On Demand Community - easy access to the latest programs & technology to help you market & sell Information On Demand solutions

• Sales Playbooks - consolidated messaging, customer-ready presentations and demos.

More Information Management Resources

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Sales & Technical Education• Sales Training Path (includes Lotus 101 & 201)• Sales and Technical Sales Mastery Tests• Technical Training Paths• Brand Certifications

Education Events• Face to Face Workshops• Lotus events on developerWorks• SWG Marketing & Education Event Calendar

Enablement Resources• IBM Virtual Innovation Center• developerWorks - New to Lotus• Technical – resources to help you with all phases of product development• Training – classroom, e-learning, downloads and more• Lotus brand overview• Software trials and Demos• Books

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Marketing and Selling Support

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Software Marketing Programs

• Empowering People - Targets enterprise IT managers who need to give their people the collaborative capabilities to work when, where and how they choose, without sacrificing security or productivity.

• Intelligent, Personal Environments

• Collaborative Communities

• Anywhere Communications

• Empowering People Marketing Program

Marketing - provides general market trends, plan market and business strategies, and generate demand for your hardware, software, or services.

• Software sales and marketing kits, prospecting kits, solution selling kits by industry, sales acceleration plays

• Campaign Components - copy, images, finished pieces, and ready-to-customize resources.

• Events in a box – Everything you need to Go to Market with Lotus

Selling - provides help to obtain leads, create proposals, and improve closing rates.

More Lotus Resources

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IBM Software Education & Enablement

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Sales & Technical Education• Sales Training Paths (includes Rational Solution Sales 101 & 201)• Sales and Technical Sales Mastery Tests• Technical Training Paths• Brand Certifications

Education Events• Rational events on developerWorks• SWG Marketing & Education Event Calendar

Enablement Resources• IBM Virtual Innovation Center• developerWorks - New to Rational• Technical – resources to help you with all phases of product development• Training – classroom, e-learning, downloads and more• Rational brand overview• Software trials and Demos• Books

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Software Marketing Programs • Development and Technology Adoption - combines the strength of an IBM software and hardware solution for practitioners and managers.

• Rational-led Development Capabilities - address the software development lifecycle pains

Marketing - provides general market trends, plan market and business strategies, and generate demand for your hardware, software, or services.

• Campaign components• Rational Software Comes to You is an event-based, multi-touch marketing campaign based upon core content from the Rational Software Development User Conference• Sales & marketing kits

• Market intelligence and planning• Strategy Notebook - provide a greater understanding of the IBM Rational software strategy • Analyst reports, comparison guides and white papers

Selling - provides you help to obtain leads, create proposals, and improve closing rates.

More Rational Resources

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IBM Software Education & Enablement

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Sales & Technical Education• Training Roadmaps• General Training Information• Software Technical Sales Mastery Test • Deployment Guides• Certifications

Education Events• Face to Face Workshops• Webcasts / Teleconferences• SWG Marketing & Education Event Calendar

Enablement Resources• IBM Virtual Innovation Center• developerWorks - New to Tivoli• Tivoli Knowledge Center Online For Business Partners• Sales Tools and Partner Playbooks• Technical – provides you help to you with all phases of product development and support.• Training - help for developing your skills and knowledge with courses, webcasts, tutorials,

certifications, and training discounts and incentives.

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Software Marketing Programs • Governance and Risk Management - enables greater innovation & business value by aligning goals/investments while reducing risks/costs of operating a secure, resilient business

• Business Resilience – data continuity• Service Management – deliver• Security – access

Marketing - provides general market trends, plan market and business strategies, and generate demand for your hardware, software, or services.

• Industry Webflashes • WebCollage• Business Partner Reference Program • ibrochures• Tivoli Open Process Automation Library• Ready for IBM Tivoli software validation

Selling - provides help to obtain leads, create proposals, and improve closing rates.

• Tivoli Opportunity Maximizer (TOM) Tool• VAD activation kits• Incentives & Promotions

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Sales & Technical Education• Sales Training Paths (includes WebSphere 101 & 201)• Sales and Technical Sales Mastery Tests• WebSphere Product Training Paths and WebSphere Role Based Training Paths• SOA Training Paths• Brand Certifications

Education Events• Face to Face Workshops• Technical Enablement – no charge classroom and online education• WebSphere Webcasts and SOA Webcasts - Live and On demand• SWG Marketing & Education Event Calendar

Enablement Resources• IBM Virtual Innovation Center• developerWorks - New to WebSphere• WebSphere PartnerWorld Page• Technical – resources to help you with all phases of product development• Training – classroom, e-learning, downloads and more• Self Study Aids• Software trials and Demos• Books

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Software Marketing Programs • Enabling Business Flexibility - The IBM Service Oriented Architecture (SOA) Business Flexibility program is constructed around IBM WebSphere software, software that lets you model, assemble, deploy and manage your applications and infrastructure.

• People, process and information for business centric SOA• Business process management established by SOA• SOA reuse and connectivity• SOA governance and service lifecycle management• Flexible infrastructure and management

Marketing - provides general market trends, plan market and business strategies, and generate demand for your hardware, software, or services.

• Software sales and marketing kits, prospecting kits, solution selling kits by industry• Sales Acceleration plays

•SOA Sales Acceleration Plays - define what Sellers need to successfully execute a play, sharing sales execution tactics with actionable sales guidance on how to sell•Business Partner Executive Planning Workshop - designed to help generate new concepts for selling WebSphere products

• Partner Sales and Marketing Enablement Guide – a guide to key programs, sales plays

Sales Dashboard - provides help to obtain leads, create proposals, and improve closing rates.

More WebSphere Resources