IBM Partner Program for MSP
New MSP Initiative Partner World
MSP Member level Benefits
* *MSP eligible for benefits based on meeting requirements
New MSP
• Services
1. Join PW
2. Declare your firm as an MSP • Revenue
Update Profile
• References
Existing BP
• Services
1. Update Profile
2. Declare your firm as an MSP
• Revenue
• References
Advanced Level- 10pts
Verify Business Partner Service-max 8 pts
Customer reference- 1 pt
Skills- 1-3 pts
Revenue - Yes
Member
Advanced
10 pts
Premier30 pts
Benefits
• Co-Marketing
Center*
• MSP –BP Locator
• Marketing and
Sales enablement*
• Access to training,
education and
roadmaps
• MSP Center of
Excellence
• MSP Virtual
Briefing Center
• Co-Marketing
Center*
• Joint Marketing
Svs *
• IBM BP Emblem
• Training
• Access to Demo
equipment
• Loaner Program
• MSP –BP Locator
• MSP Achievement
Mark
• MSP Center of
Excellence
• MSP Virtual
Briefing Center
• Co-Marketing
Center*
• Joint Marketing
Svs *
• IBMBP Emblem
• Training
• Access to Demo
equipment
• Loaner Program
• MSP –BP Locator
• MSP Achievement
Mark
• MSP Center of
Excellence
• MSP Virtual
Briefing Center
• An assigned IBM
relationship
executives
Grow your skills and expertise
1. Advanced Level
2. Completed VBPS
3. Completed Client Reference
2
MSP Marketing Launch Pad:
A
comprehensive set of services to help MSPs build their brand and
generate demand
Finding new customers
is critical for MSPs and
yet, many find they
don't have the time or
in-house marketing
capability to effectively
reach new audiences.
IBM is now offering a
full set of marketing
services to MSPs to
help them
build their brand
generate demand
develop their social
media skills
and more7.
here
here
here
here
here
here
here
here
MSP Marketing Launch Pad:
MSP
Concierge
IBM’s MSP concierge service offers you a single point of contact to
answer your questions related to the MSP program. Access via “Live
Chat for MSPs” on the PartnerWorld/MSP pages.
Available to all MSPs who are a member of PartnerWorld
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MSP Marketing Launch Pad:
Marketing
Plans
Development
Many MSPs have expressed the need for assistance in development of marketing
plans. IBM has a great deal of know-how in this area and also partners with Marketing
Services Vendors (MSVs) who can help you build a marketing plan, including how to:
–
Articulate your value prop to end clients
–
Hone your target audience
–
Plan a tactical mix that will deliver results
–
Further develop your brand in the marketplace.
MSPs should discuss with local BDEs/marketing teams to determine eligibility for
marketing planning services.
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MSP Marketing Launch Pad:
Asset Gallery
Marketing
assets and
funding
Co-marketing Centre
Co-marketing funding is available to eligible Business Partners. When planning demand
generation activities, consider leveraging the sizable library of co-marketing assets we have
already built. For direct access to campaign materials, visit:
–
IBM’s MIdMarket Asset Gallery- Peruse available IBM assets for BPs across a vast
number of topics
–
Co-Marketing Center- Use “ready to execute” campaign materials that can be easily
customized
Available to MSPs who meet MidMarket (or other eg RGF, SWG) co-marketing program
eligibility criteria.
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MSP Marketing Launch Pad:
Marketing
Execution
Services
If you’re looking for marketing execution assistance, we recommend our MSV agency
partners who specialize in working with Business Partners, TSL Marketing or OnChannel
(depending on your country). Their services span the entire marketing spectrum including
strategy & planning, data lists, execution/demand generation as well as lead nurturing.
These agencies can use templated campaigns or design custom campaigns with you to drive
new leads. Execution expertise is provided in telemarketing, events and digital marketing.
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MSP Marketing Launch Pad:
Analytics
and Insight
Tap into IBM Market Insights for access to critical marketplace reports on strategic
business topics including customer buying behaviors, industry trends, competitive
positioning and leading edge technologies and solutions. When planning marketing
execution with MSVs, leverage propensity to buy models to target prospects who have
the highest propensity to invest in solutions and services across key market opportunity
areas (e.g., Business Analytics, Security).
IBM Market Insights is available to Advanced and Premier MSPs who are a member of
PartnerWorld.
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MSP Marketing Launch Pad:
Social Media
Marketing
Education
We provide a step-by-step
approach for using social
media tactics to help
increase the reach and
influence of your brand
online. With 85% of IT
decisions starting with
Google Search, and the
rapid expansion of social
media, it's critical for MSPs
to establish your social
presence and leverage
digital medium to
reach new prospects.
–
–
–
Self Paced Social Media
guide available to all
MSPs
Social Media Boot Camp
is offered at no charge
(upon availability)
IBM Hosted Social Media
Boot Camps offered to
Advanced and Premiere
MSPs
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MSP Marketing Launch Pad:
BP
Locator
Promote your Company/Solution thru IBM by adding your company
name and solution to IBM's repository of Business Partner
solutions . Potential clients and other BPs can find you when
searching for service providers.
Worldwide solutions from
IBM Business Partners
Q. How to assure my company is properly represented in Business Partner Locator?
A. The IBM Business Partner Locator draws information from your company profile in the
PartnerWorld Profiling System (PPS). Companies can only be viewed if they have
specified sharing preferences (in their PartnerWorld profile) allowing them to be searched
by Customers and Business Partners alike. Company profile updates, if needed, must be
made by the Primary Relationship Contact (PRC) or Authorized Profile Administrator
(APA).
Go To: http://www.ibm.com/partnerworld/partnertools/index.html.
Click on company name beside country enterprise, next page, click on "Marketing
information".
There are two drop down boxes. Select "yes" on the box(s) reflecting the audiences with
which you want to share your profile information.
Select "save" and allow 24 hours for replication.
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MSP Marketing Launch Pad:
MSP
IBM Logo
Click icon to access process
Promote your IBM relationship and expertise with the IBM MSP Achievement Mark. This
managed services mark signifies that the MSP:
– Utilizes technology and software from IBM in delivering the service
– Meets the standards of operational, customer service and support
– Achieved skills and training using IBM technology
– Promote your service thru IBM by being a part of the MSP Showcase
This achievement Mark is available to MSPs who have a BPA with a MSA or is an
Advanced Member in PartnerWorld and have met the criteria.
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MSP IBM Logo process in PW
Process to register as MSP in PartnerWorld
•
•
•
Connect to join Partnerworld
Request your IBM ID (you can select your local language in above toolbar)
Once your registration is activated, you will use your IBM ID and password
to connect to the PartnerWorld website
•
•
•
•
Log on to www.ibm.com/partnerworld, sign in with IBM ID/Password.
On the right navigational bar, click "update your profile".
In the middle of the page, click on "update your company's profile".
Middle of page, under "Select your Profile", click your company name next
to Worldwide Enterprise.
Click on your Country Enterprise ID.
Scroll down to look the Option for "General Information“.
On the middle of the page, look for "Business Models".
Select from the drop down menu "MSP or Managed Service Provider"
option.
Click "Save“.
•
•
•
•
•
You will receive a confirmation number. This means that the information
has been saved. Please wait approx. 2 business days for the information
to replicate in the system. (it has been updating much more frequently)
Process to request the MSP Achievement Mark
Follow these steps to meet the criteria to achieve the Managed Service mark.
A Managed Service Provider must be an Advanced Member of PartnerWorld or have signed a BPA
(and is a Member level).
• To reach the ‘Advanced’ membership level, the MSP can:
– Reach the revenue level / training required Point grid in PartnerWorld
– Or follow the Verification BP Solution Process / client references / training (= 10pts)
Scenario 1
Advanced level reached by following the verification
process + submitting client references to achieve 10
points
Scenario 2
Advanced level reached by meeting a revenue
objective / by acquiring certifications / training
Follow instructions from previous slide as a first step, then go onto the Verification process described below
Verification process in GSD - Global Solutions Directory (applicable to all partners who want to
register as MSP)
Create a Global Solutions Directory entry describing your Managed Service that includes at least one
IBM Hardware and/or Software technology. To create your GSD entry, go to the bottom of the page and
select Create and update your solution.
Submit a solution for verification and submit a client reference (both are on the same form and can be
submitted at the same time.) These will both allow Business Partners to earn points towards achieving
Advanced level.
Once qualified, you will receive instructions on signing the MSP Mark
Supplement. This is required before you are given access to the Mark in the
Mark Generator Tool.
Once IBM receives the signed supplement, your profile for the IBM Business
Partner Marks will be updated to enable you to use the mark.
How to submit a service and customer reference for verification
How to submit a
service and
reference for
verification
ibm.com/partnerworld/gsd
“Everything” starts with a Global Solutions Directory (GSD)
Entry
•
Create a GSD entry at http://ibm.com/partnerworld/gsd
•
Your GSD entry must be specific to your infrastructure or managed service. The solution
description should:
– Match what you call your solution on your website
– Include all the IBM technologies that is utilized in your infrastructure or managed service
– Be as specific and robust as possible
– Expand beyond your solutions generic description, highlighting the IBM partnership
– Select “services” solution as shown below:
•
Consider this a marketing tool and make the entry as comprehensive as possible. It is
searched by both IBMers and external clients who are looking for solutions and services.
•
Please attach any marketing collateral you have that highlights the IBM components of your
solution to your GSD entry. This is a step in the verified business solution process that can be
accomplished here.
Select your company (if you are associated with
multiple companies)
Scroll Down the page
You can submit both a Verified Business Partner Solution
(to earn skill points)
and a Client reference at the same time
Or, you can just select one of the options. In either
case, ensure to select the “hosted” option
Complete the form. Your client will be contacted to
verify the information.
Ensure your website markets the IBM products
included in your service
• The verified business partner solution is a verification that your
service provided includes one or more qualifying IBM hardware,
software, or service products.
• The first step in the process includes a review of your Global
Solutions Directory solution profile, the information included in the
submission process and materials included on your website. Please
ensure that either your website represents the IBM products that are
included in the service or you have attached marketing collateral
that highlights the IBM components to your GSD entry. Without
this, your submission will be rejected.
• The second step is contacting your customer for verification.
Technical and Sales Support
Centers of Excellence
Globally Staffed by architects to help MSPs develop advanced services
IBM technology showcases for MSPs
Organization responsible for overall technical leadership of MSP
business
Reference architectures
Business Workshop discussions
Needs Analysis
Solutions Deployment recommendations
Best Practices
Technical deal leadership, including Proofs of concept
Previous experience
Brand specialization with cross-brand knowledge
Potential to hire externally
Significant investment in Business Development Executives
Experts on Managed Services and Business Transformation
Your single contact for Business Expansion
23
IBM provides unique financing and incentives for MSPs
Affordable payment plans for new acquisitions A
• Flexible, client based payment plans for traditional IBM hardware, software and services
• Current offerings include 12 month 0% loans for IBM Servers, Storage and Software
• Fair Market Value leasing offers the lowest monthly payment, with flexible end of lease
options to upgrade or return the hardware
Clear the floor of legacy IT equipment A
• “Buyback Program” offers MSPs and their prospective clients market value for hardware
• Available for IBM and select non-IBM hardware
• Facilitates ease of transition and removal of old hardware when acquiring IBM solutions
Access high-quality IBM Certified Pre-owned servers / storage when new is
not an option
• IBM Certified Pre-owned Equipment remanufactured to original IBM manufacturing
specifications
• A broad inventory of IBM technology is available worldwide
New Virtual Knowledge Center for MSPs
Global Virtual knowledge center- enables MSPs to
access programs, offerings and services Specific to MSPs.
MSP Program Overview
Infrastructure Management
Core Technologies
IBM’s Cloud Portfolio
Library of Materials
Resources
Networking Room
A forum to build a MSP community
Access to technical and marketing materials
Opportunity – workshops, videos and podcasts
25
https://engage.vevent.com/index.jsp?seid=42172&eid=556
IBM MSP Program Delivers:
Full set of Offerings
– Server & Storage, SmartCloud Management Suite, Server, desktop,
mobile management, IT policy enforcement, Anti-Threat, Security
services, Virtual desktop, Business analytics
Dedicated Resources, Centers of Excellence
– Business Development Representatives and Technical Architects
Marketing and Business Development
– Marketing Planning support, Brand building, Demand Generation and
marketing funding
Leveraging the IBM Brand in the marketplace
– Managed Service Provider IBM logo
Financing - how MSPs deliver services to Clients
– IBM Global Financing
– Pay as you Grow program for Servers and Storage
– Software Group white label pricing (ASL)
– Global Technology Services white label pricing
– 12 month 0% financing to all new credit-qualified MSPs
– Buyback Program for MSPs
Additional Marketing Assets and Resources
MSP Welcome kit- A comprehensive
guide for MSPs to navigate through our
program, marketing and sales and
technical support.
IBM Handbook for MSPs- This
handbook provides an overview of the
MSP lead with offerings.
MSP PartnerWorld Brochure
MSP Program in PartnerWorld
MSP Global Community (internal)
Activation Assets
Drive Awareness
Call to Action
Campaign to promote the MSP
Mark