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Kick Off Partenaires IBM Software 2012Turning opportunity into profitability

Industry Solutions : une opportunité additionnelle de rémun ération pour nos PartenairesTurning opportunity into profitability

Business Analytics

Collaboration

Industry Solutions

WebSphere

Information Management

Rational

Tivoli

IBM Software realigned to address market demands

Industry Solutions Division — Evolving to Meet Market Demands

B2B & Commerce

Enterprise Content

Management

Enterprise Marketing

Management

Industry Products

Industry focused capabilities

addressing specific industry needs

B2B integration, selling, and

fulfillment solutions that support all aspects of the

commerce lifecycle

Marketing process automation &

targeted demand generation solutions

Content solutions that support and build

efficiencies within the information lifecycle

Industry Solutions are a key

component of IBM’s Four Growth

Initiatives• Smarter Planet

• Growth Markets

• BAO

• Cloud

$3.5B+ invested in acquisitions

Enterprise Content Management• Datacap

• PSS Systems

Smarter Commerce• Sterling & WebSphere Commerce

• Coremetrics

• Unica

• DemandTec (announced in 4Q11)

• Emptoris (announced in 4Q11)

Smarter Cities• IOC

• I2 (closed in 3Q11)

• Curam (closed in 4Q11)

IBM Software

Industry

Products

Industry

Products Unit

Commerce

B2B & Commerce

Unit

Supply Chain

Our Enterprise Content Management (ECM) business helps organizations manage unstructured information such as letters, forms, scanned images, etc..

Our capabilities help clients capture, manage, store, preserve and deliver all different types of content and then streamline and automate the business processes that consume this information.

The market is large, growing fast and relevant in all industries.

IBM Industry Solutions Division: Enterprise Content Management

Enterprise Marketing Mgmt

Unit

Enterprise Content Mgmt

Unit (ECM)

Commerce

B2B & Commerce

Unit

Supply Chain

Our Enterprise Marketing Management (EMM) business was created by bringing together the market leaders Unica and Coremetrics.

We help marketers understand their customers, make decisions on what campaigns to create, to execute those campaigns and measure their effectiveness.

Over 1,500 organizations depend on our technology to increase their online conversions, improve campaign response rates and customer loyalty.

IBM Industry Solutions Division: Enterprise Marketing Management

IBM Software

Industry

Products

Industry

Products Unit


Unit


Unit (EMM)

IBM Software

Industry

Products

Industry

Products Unit

Our Commerce business presents exciting opportunities for 2012. As organizations looking to manage the end to end process of selling, order management and logistics.

The acquisition of Sterling has helped us leap into a clear leadership position. The capability complements that within WebSphere Commerce which we have brought over, together with the powerful capability of Ilog supply chain optimization also brought over from WebSphere to create undoubtedly the market leading capability in this space.

IBM Industry Solutions Division: Commerce


Unit


Unit

Commerce

B2B & Commerce

Unit

Supply Chain

Our Industry Products business is an integral part of our Industry Frameworks.

During 2010 we launched new solutions like Real Time Asset Locator, as well as new capabilities in existing successful solutions.

In 2011 we had a dedicated sales and technical team taking these products to market, and increase investments in the products themselves.

IBM Industry Solutions Division: Industry Products

Commerce

B2B & Commerce

Unit

Supply Chain


Unit


Unit

IBM Software

Industry

Products

Industry

Products Unit

Industry Solutions for Business Partners

Simplicity

Growth

Profitability

• Smarter Commerce• Smarter Cities• Enterprise Content Management

• IBM Partnering Opportunity• Software “LOB Scalable Plays”• Rich Events & Marketing

• IBM Software Value Plus• IBM Software Value Incentive• SaaS Incentive for Business

Partners• IBM Solution Specialties

Industry Solutions for Business Partners

Profitability• IBM Software Value Plus• IBM Software Value Incentive• SaaS Incentive for Business

Partners• IBM Solution Specialties• IDR Accreditation Program

PartnerWorld Programs

�Software Value Plus 2.0 (SVP 2.0)�Software Value Incentive (SVI)�SaaS Referral Program�SVI Solutions /Capability�IDR Accreditation Program

Resources and Benefits�Value Package�You Pass We Pay�Global Partner Portal (GPP)�Business Partner Profitability Tool�Business Partner Locator�Marketing Benefits�Cloud Specialty

IBM Software Value Plus Solution Incentive Offering s

SVP Capability Authorizations

Cloud

Smarter Commerce

Social Business

Security

Business Analytics

Enterprise Content Management

Data Management

Info. Integration & Governance

SVP Industry Authorizations

Aerospace & Defense

Automotive

Banking

Chemical & Petroleum

Electronics

Financial Markets

Government

. . .

Deliver Solutions in High Growth Areas

And Earn additional Rewards for high level of skill in vestment� Solution Incentive – 20% to 30% of IBM SW (payment for

commercial; discount /rebate for gov’t )

� Authorization Mark – differentiates Business Partner w/customers

� Greater Solution Visibility & Lead passing priority

� Incremental Co-marketing (industry)

Eligibility Requirements

Industry Cloud Security Social Bus. Smarter Comm.

Business Analytic

Data Mgmt ECM Inf. Integr. & Govern.

Skills

SVP Authorized Product Groups (PGs)

All PGs in solution

1 PG 1 PG 1 PG 1 PGCognos or

SPSS

DM or Optim (min 2 Tech/1 Sales cert)

FileNet or Heritage CM(min 2 Tech/1 Sales cert)

DM, InfoSphere, or Optim

(min 2 Tech/1 Sales cert)

Certifications2 Industry Mastery Tests

Cloud Sales +Tech Cert in

each mandatory PG

Security Sales +

Tech Cert in each

mandatory PG

Soc. Bus Sales + Tech Cert in each

mandatory PG

Smarter Comm Sales + Tech Certin mandatory

PGs

2 Tech + 1 Sales cert in Solution PGs




Solution

BP Solution in GSD ��

VerificationBoard

ReviewVerified BP Sol

in GSDVerified BP Sol

in GSDVerified BP Sol in

GSDVerified BP Sol in GSD

Board Review Board Review Board Review Board Review

Mandatory Solution Content

Any PG, Industry FW

Aligned

2 of LotusLive, Tivoli Auto,Ratl Config.

WS Core

2 of Guardium,

Tiv. Security, Ratl SQA,DataPower

Soc. Business &UC + Cognos or FileNet or Portal

2 ofBuy, Market, Sell, Service(list on PW)

BA (Cognos or

SPSS)

Data Mgmt or Optim

ECM

(FileNet or Heritage CM)

Data Mgmt or InfoSphere or

Optim

Optional Solution Content (Must be SVP Auth)

- -Lotus Protector*

Cognos, FileNet, Portal

Data Mgmt, FileNet,

Heritage CM, Optim,

InfoSphere,

FileNet,Heritage CM, InfoSphere,

Cognos, SPSS

Data Mgmt, InfoSphere ,

Optim, Cognos, SPSS

Cognos, SPSSFileNet,

Heritage CM

References

# ReferencesIn GSD or CRDB

3 - NA/EEU2 elsewhere









1 Reference must be for Registered

��

SVP Industry & Capability: Criteria

Eligibility Requirements

Industry Cloud Security Social Bus. Smarter Comm.

Business Analytic

Data Mgmt ECM Inf. Integr. & Govern.

Transaction Incentive

Mandatory Solution Content

��

Increased Visibility

Solution Highlighted in GSD App Showcase

��

Authorization Mark to use on website, brochures, etc..

�� - - - -

BP Locator Priority ��

Lead Pass Priority ��

Resell Authorization

Resell Authorization (PGs)

-

Tiv Automation,

Rational WS Core

Optim,Tivoli Security,

Rational

Lotus SS&UC, Cognos,

FileNet, Portal

B2B, Commerce,

EMM- - - -

Incremental Co-marketing

Co-marketing$5k /

Industry$10k max.

- - - - - - - -

SVP Industry & Capability: Benefits

N.B.: Les remises (A,B,C,D) dépendent des accords que vous avez avec votre VAD

L’initiative Up to 2X SVI n’est pas compatible avec les Industry & Capability Authorization

Rémunérations et remises CLUSTER ENTREPRISE MM Type de rémunération ou remises

Remises selon accord VAD

Fulfilment Rebate A% A% A% A

GB Rebate NA B% B% B

Support Provider Rebate C% C% C% C

VAP Solution Rebate D% D% D% D

Rémunération direct au BP

SVI identification 5% 10% 10% E (2* for competitive)

SVI Aide à la vente 5% 10% 10% F (2* for competitive)

Industry or Capability Authorization 20% 25% 30% G

Total Remises & Rémunérations

Influenceur 10% 20% 20% E+F

Revendeur A+10% A+B+20% A+B+20% A+B+E+F

Support provider A+C+10% A+B+C+20% A+B+C+20% A+B+C+E+F

Solution provider VAP A+D+5% A+B+D+10% A+B+D+10% A+B+D+E

Solution provider Industry or Capability A+25% A+B+35% A+B+40% A+B+E+G

Solution provider Industry or Capability &

Support ProviderA+C+25% A+B+C+35% A+B+C+40% A+B+C+E+G

16

3 - Rémunérations et Remises

IBM SmartCloud Industry

Solutions Partner Incentive

SaaS Referral Program

� IBM's first dedicated SaaS Incentive

� Business Partners can earn fees for identifying and progressing new Industry Solutions SaaS customer opportunities

� SVI like but only need Sales Mastery

� Fee = 15% based on Annual Contract Value

� Excludes Government or Government owned enterprises

Which products are included

� All Industry Solutions SaaS products are included - Coremetrics, Sterling and Unica and from 1st Jan – AIM’s Cast Iron Live Feb 2012 SWG Channel SaaS

resell announcement for Lotus Live

January February March April May June

Apr 29 - May 4Jan 15-19

Smarter Commerce Regional Events

Legends Dinner Series, EMM Seminar Series, EMM Regional User Groups

NRF

Jan 15-18

CMO Council Dinner Series

Apr 18-19

EMM Seminar Series

User Groups Jan 10

Madrid

Feb 28

APAC Australia

Apr 26-27

APAC Singapore

MayCanadian

Mar 6-7

EMEA

Mar 27-28

UK Apr

Mar 14-16

Apr 15-17

Mar 4-7Smarter Cities

Feb 21-23

May 15-17

April 29-May 2

Smarter Commerce

Summit – April (AP)

18 IBM Confidential

1H 2012 IS Major Events

ECM UserNet Roadshow

ICPA Events, Smarter Analytics for Smarter Cities

Smarter Cities Chairman Series, The Smarter City Interactive Experience, Smarter Cities Auditorium in the Smarter Government VBC

Smarter Commerce

Evening Event India

Feb 9

Smarter Commerce EMEA

Summit - May 21 (Madrid)

Smarter Business

Series (ASEAN)

China Summit

CEBIT 2012

(Germany)

Smarter

Commerce Petit Dej (Paris)

AIIM Conference

CGOC Summit – NA

Jan 18-19

CGOC - NE May 17

CGOC Regional Meetings

Capture 2012

IOFM Automated AP

Fusion formerly

TAWPI/IAPP

Insurance Fraud, Mar 27

Retail Fraud Forum,

April 19

Anti-Money Laundering,

March 19-21

ACFE Fraud Conference,

June 17-22

Fraud and Error 2012, May 24

The Cities Summit, Feb 1-2

Globe 2012, Mar 14-16 US Conference of Mayors,

June 13 - 16

LA CMO Collective

Jan 30-31

AWWA, June 10-14

Major Cities of Europe,

June 4-6

Electronics CES, Jan 10-13

Energy & Utilities

DistribuTech,

Jan 24-26

EAGE, June 4 - 7

Jun 3-7eMetrics, Chicago

June 24-27

eMetrics ,

San Fran

March 4-9

Fusioin CIO/CEO, Mar 7-8

Digital London, Mar 13-14PRODURABLE, Mar 20-21

6ème Forum Mondial

de l’eau, Mar 12-17

Smarter Cities for

Comune di Milano (IOC)Smart Bangkok,

ASEAN (TBD)

IBM Forum, China

Smarter Cities, Apr 18

IWA World

Congress,May 13-18, BASE London, June 21,

UNITAR – Rio+20, June

Cloud Connect Feb 13-16

Cloud Computing World

Forum Feb 27-29

IBM Cloud Forum,

May/June

Enterprise Connect,

March 26-29

Cloud Fair Conf,Apr 17-19

Enterprise Cloud Summit, May 8-9

Interop Las Vegas, May 6-10

19

July August September October November December

2H 2012 IS Major Events

Smarter Commerce NA

Summit - Sept

Legends Dinner Series, EMM Seminar Series, EMM Regional User Groups

CMO Council Dinner Series

ECM UserNet Roadshow

ICPA Events, Smarter Analytics for Smarter Cities

i2 WW Roadshow

Smarter Cities Chairman Series, The Smarter City Interactive Experience, Smarter Cities Auditorium in the Smarter Government VBC

Oct. 10: ANA 2012

Shop.org Sept 10-12

CSCMP (CP,CE,Retail)

Sept 30-Oct 3

InformationWeek500

IOFM Fall - Annual AP ConfAFCI Training Conf. &

Exhibitors Show,

Aug. 13-17

National League of Cities Congress, Q4

Smart City Expo & World Congress, Q4

International Water Week,

Sept 16

CEPSI, October 22 - 26

IFA, Aug 31 - Sept 5

World Cities Summit,

July 1 - 4

SIBOS Oct. 29-Nov.2

ITS World Congress,

Oct 22 - 26

Oct. 10

IBM Confidential

Information on Demand,

Oct 23-27

Oracle OpenWorld, Oct. 2-6, BASE Leeds, Leeds, UK (TBC)

All Business Partner types are essential for Industry Solutions

Resale

ServicesApplications

Independent Software Vendors (ISVs)

Regional System Integrators

Value Added Resellers (VARs) and Value Added Distributors (VADs)

IndustryInnovators

Global System Integrators

*

*

*Announced intent to acquire

Industry Solutions Channel Contacts:

Business Solutions Business Partners ManagerRegine [email protected]

ECMAndrea Buzyn

[email protected]

B2B Commerce et Enterprise ManagementVanessa Henry

[email protected]

Industry Products & Systems IntegratorsCatherine Tsakona

[email protected]

Learn more

• PartnerWorld

• Software Value Plus

• Software Value Plus Industry Authorization

• Software Value Plus Smarter Commerce Capability

• Midmarket Software Sales

• Getting started with Social Media

• IBM Software Group Acquisitions

• IBM Software Competitive Resources for Business

Partners

Marie-Jo Boudry

[email protected]

February 2012

kick off partenaires ibm software 2012 - ibm - united … off partenaires ibm software 2012 turning...

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