SWG Channels Marketing: Rational
IBM Software, Rational
April 2012
Michele Lee Jacobs, Senior Marketing Manager, SWG Rational Channels
The Rational Sales Play Tutorial for Business Partners
A “How to” Primer
* To read speakers notes, please print the PDF
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Let’s discuss Sales Plays
 Why?
– Benefits YOU can receive
 What?
– Navigating the steps in the sales cycle
 How?
– Play: Getting Started with Cloud
– Key enablement
2
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Sales Plays – Why?
A sales play will help you – a Business Partner seller:
 Quickly build a quarterly territory plan to close quota gaps
 Respond to current interest in the market with minimal effort
 Understand IBM’s current focus, strategies, and offerings
 Easily prepare for a sales call
– Learn how to sell IBM products and services
– Leverage IBM selling tools
• Including client presentations, white papers, demos, references, tools and more!
3
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Sales Plays – What?
 Sales Play
– A sales play is a point-in-time revenue driving effort focused on helping you, our Business Partners,
sell targeted IBM products and offerings/solutions in selected markets under specific circumstances.
Sales plays augment the general offering resources already available in a sales kit (which we create
for EVERY offering as a complete set of enablement assets by offering) by packaging more specific
assets like education, competitive information and market analysis. Because sales plays usually
have a shorter lifecycle they tend to be changed or refreshed every 3-12 months. Your regional IBM
teams highlight the prioritized sales plays in quarterly communications -- teleconference calls, faceto-face meetings, or e-mail distributions
Note: A sales play is not an incentive or promotion
 Quick Reference Guide (QRG)
– A one-page overview that provides high-level information about an offering, solution or sales play,
including an understanding of the quantifiable value proposition both for the Business Partner and
their customers
4
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Take Action from the Sales Play’s Quick Reference Guide (QRG)
Play name Quick Reference Guide
XXXX
Date: XXXXXX
 One page
International Business Machines Corporation
Route 100 Somers, NY 10589
U.S.A.
Overview
Published in the United States of America
February 2010
All Rights Reserved
IBM, the IBM logo and ibm.com are trademarks or registered
trademarks of International Business Machines Corporation in the
United States, other countries, or both. If these and other IBM
trademarked terms are marked on their first occurrence in this
information with a trademark symbol (® or ™), these symbols
indicate U.S. registered or common law trademarks owned by IBM at
the time this information was published. Such trademarks may also
be registered or common law trademarks in other countries. A
current list of IBM trademarks is available on the web at “Copyright
and trademark information” at ibm.com/legal/copytrade.shtml
 Quick comprehensive understanding of the
play’s objective
 Defines:
– Addressable market and target audience
– IBM’s strategy and offerings
– Benefits to you the BP seller
• And to your customer
– What actions to take next
– Sales tools to progress from prospecting to winning
the sale
© Copyright IBM Corporation 2010
Other product, company or service names may be trademarks or
service marks of others.
Target Audience
Target Industries
Client Size
Key Questions
Sponsor
References in this publication to IBM products or services do not
imply IBM intends to make them available in all countries.
Average Deal
Size/Pricing
Pain Points
Client References
Benefits/Value
Proposition
Competitive
Differentiators
Seller Call-to-Action
Brand
Offerings/Platform
Additional
Information
5
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Power sales play example - Quick Reference Guide (QRG)
Determine if one of the plays are for you:
Overview
– Create a need for more hardware while helping
customers gain at least 20% in productivity with
modern development tools, compilers, user
interfaces, and faster more powerful hardware.
Offerings
– Choice of solutions and delivery options; which
are you qualified to represent?
Benefits to you
– Respond to hot demand with a short sale cycle
Value for your customer
– Achieve 20-30% gain in productivity: Create and
enhance modern flexible applications and user
Choose to take action
– Work with your IBM rep. to discover what Power
offerings best suit your business model
6
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
From the Quick Reference Guide, become educated
Know Your IBM – What is it?
Know Your IBM is a Business Partner
loyalty program that awards partner
representatives with points for successful
completion of e-learning modules and
reporting sales of qualifying products!
 Reward points are awarded to the
individual BP rep – not the BP firm!!!
 Every sales rep at a firm can participate
in Know Your IBM program
 All KYI points can be redeemed on our
completely redesigned Rewards site
• The more you learn, the more you sell,
the more you can earn via Know Your
IBM!!!
7
ibm.com/partnerworld/knowyouribm
The Rewards site was completely
redesigned for 2011 including thousands of
redemption options like event tickets,
sporting goods, HD TVs, travel, etc.
 Redeem your points for a re-loadable
MasterCard gift card – allowing you to
purchase anything you choose!
 Don’t see what you want, use the
Rewards Concierge Service to request
any specific reward you would like – the
concierge service acts like your personal
shopper to find exactly what you are
looking for
 Lastly, the KYI rewards site has gone
MOBILE for 2011. Partners can access
their rewards account via their mobile
device
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Prospect – Emails
From the QRG, look for e-kits that
contain:
 Email Templates
Brochures
Send to Target Audience (also noted in the QRG)
8
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
How to use the Play Charts?
Introduction Chart provides:
Customer pain points
•High level Market Opportunity overview
•Position of solution in the marketplace
– Details on “why you want to sell it”
– Details on “why your customers want
to buy it”
Overview Chart provides:
•
•
•
Customer value proposition
Reasons to sell and demand generation web assets
Access to Quick Reference Guides
Quick Reference Guide (QRG):
• Contains detail on the play
• Links to assets and case studies
• Scenarios and questions for
customers
•Included inside the sales play on IBM
PartnerWorld
9
© 2011 IBM Corporation
IBM Software Business Partner Plays
Power your Innovation with RDPower, Compilers and HATS
Leverage this actionable, install base and affinity play to sell open distribution Rational products and
Power hardware
The Market:
• $14B+ market opportunity for Power Systems (server &
systems software)
• Additional $300M - $600M opportunity by adding Rational
offerings (Rational Developer for Power, Rational Team
Concert & Rational Compilers)
• Installed Power Systems footprint is in the high hundreds of
thousands
Differentiate with Smarter Computing: a
winning combination of Power hardware,
Rational compilers and development tools
Why You Want to Sell:
• Sell proven, leading solutions in open distribution
• Developed on and integrates with other Rational Jazz Products
• Maximize your HW and SW revenue and promote repeat
business
• Short sales cycle – 30 to 90 days
Why Your Customers Want to Buy:
•
•
•
•
Achieve 20-30% gain in development and testing productivity
Accelerate time to market and improve project visibility
Take advantage of the Power HW capabilities
Lower development and application maintenance costs – do
more with less
• Retain leading developers and attract new developers
10
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Power your Innovation with RDPower, Compilers and HATS
Global Play Owner: Susan Yoskin, Galina Bernshteyn, Shweta Sharma Play Date: 3Q 2012 Target: GB-LE/GB-MM Tactic Codes: Co-Mktg /Joint Mktg
Business Area/Need: Significantly reduce IT costs, increase productivity Primary Product Groups: Development solutions for Power, Power HW
Program Framework: Mid Market, SPI, LOB
Smarter Planet: Software Delivery and Smart Products
Industries: Cross (but particularly effective in Banking, Insurance, Government, Healthcare/Life Sciences, Telecom, Retail)
Leverage this actionable, install base and affinity play to sell Rational with hardware and reach out to hundreds of thousands of installed Power
Systems customers and beyond. Help customers gain at least 20% in productivity with modern development tools, compilers, user interfaces, and
faster more powerful hardware. Get started today! Add Rational to current HW deals and get re-engaged to sell more powerful hardware and
increase revenue Leverage provided telescript, email templates, customer offers and presentations.
Play
Description
Customer
Value
Proposition
Lead Offerings
●
●
●
●
Add business agility: Accelerate time to market and improve project visibility
Deliver higher performing applications quickly: Take advantage of the Power HW capabilities such as multi-thread
Achieve 20-30% gain in productivity : Create & enhance modern flexible applications and user interfaces on IBM i, AIX and Linux
Modern tools for modern times: Retain leading developers and attract new developers who are familiar with the Eclipse platform
Software:
Hardware:
Rational Developer for Power,
Power (IBM i, AIX,
RAD SE, RDi SOA, XL Compilers, Linux for Power)
RDS, HATS, RBD (EGL), RTC
Upsell, Cross Sell Opportunities:
Rational Quality Portfolio, RRC, AppScan
Family, RCM
Implementation Services
Competitive Differentiation:
20% improvement in productivity, faster time to
market, lower TCO
The only compilers that exploit Power architecture
Sales Scenario
Existing POWER Opportunities: Inquire if organization is doing development or enhancements to current applications.
Installed POWER customers: Sell compilers and corresponding development tools for a modern development environment.
Installed POWER customers that purchased compilers: Inquire about compliance and ensure latest compiler versions are used, and up sell.
Action for all scenarios: Leverage provided email templates and call scripts to sell HATS and EGL for quickly extending and modernizing legacy
applications. Sell Rational Team Concert to provide source control management, standardization and governance documentation support, and a
multiplatform management environment. Leverage new compiler compliance tool to help customers understand compliance status. Sell AppScan family
for web application security and compliance.
Partners
SWG Partners, STG Partners, ISVs, NO RATIONAL Certification required for Rational Developer for Power family or compilers
Reasons to
Sell
• Maximize your HW and SW revenue and promote repeat business** based on IBM study
• Sell more HW (Web applications need more HW to run)
• Increase customer satisfaction and prevent erosion to competitors– help applications take advantage of the new capabilities of POWER systems
hardware with new compilers - Developers using older, single purpose tools are not as productive, have longer development cycles & are hard to find
• Mitigate customers’ business risk and cost associated with modernization: Older applications can be extended and modernized without ripping and
replacing. Exploit Web and mobile devices as user interfaces
Demand Gen
Web Assets
Article: What’s new in RDPower v8.0 Podcast #101- Introducing new AIX Functionality and Compilers Podcast #114- Why New Compilers? Power
Application Optimization Made Easy Videos: C/C++ RDp Videos COBOL RDp Videos IBM i RDp Videos
Key Links:
Quick Reference Guide, Power your Innovation Sales Kit, Power Your Innovation e-Kit, XL Compiler Sales Kit, RDPower ROI Calculator
11
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Application Lifecycle Management Build Better Software Faster Through Collaboration
Across Teams, Roles, Platforms and Geographies
Successful Application Lifecycle Management (ALM) requires innovation in collaboration, process,
and transparency. These concepts underlie three of the key benefits of the Jazz initiative
The Market:
• The ALM Market is projected to be a $2B market opportunity by 2015
• Significant momentum around Collaborative ALM with a 200%+ increase in
the number of Jazz users
• Current economic conditions are driving adoption of ALM through
governance, security, cost cutting and avoidance, as well as mergers,
acquisitions & divestitures
Application Lifecycle Management
• Design management
• Build and deploy management
• Quality management
• Requirements management
• SW change and configuration management
Why You Want to Sell:
• Rational Developer for Workgroups has a perfect price point (10-100K with an
average 15% services) for the midmarket with a 90 day sales cycle
• For larger companies we have a “try before you buy” that leads to an average
75% conversion to the full product
• You can enter ALM at any of three entry points based on where the customer
is today: Collaboration (RTC), Quality (RQM), Requirements (RRC)
Why Your Customers Want to Buy:
• Software Development continues to be a challenging endeavor for even the
best organizations:
• 49% of development budgets suffer overruns
• 62% of software projects fail to meet intended schedules
• 30% of project costs are due to rework and poor execution of
requirements
2015 Opportunity $2B
Innovation is increasingly driven
by software
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Rational: Application Lifecycle Management Build Better Software Faster Through Collaboration Across
Teams, Roles, Platforms and Geographies
Global Play Owner: Michele Jacobs Play Date: Q3 2012 Target: MM Tactic Codes: WW tactic code: 109HG03M
Business Area/Need: Significantly reduce IT costs thru collaboration and agility Primary Product Groups: ALM, Agile, Jazz, RTC, RRC, RQM
Program Framework: Mid Market: PSI and Rational DP: SPI
Smarter Planet: Software Delivery and Smart Products
Industries: Cross Industry: This play is geared to the midmarket: 50-100 developers (1-1000 employees)
Play
Description
Customer
Value
Proposition
Lead Offerings
IBM Rational® offers an integrated solution for collaborative lifecycle management designed to help your software development team improve their
productivity with integrated application lifecycle management (ALM) capabilities. This integrated solution enables the team to avoid the pitfalls of
working in silos with broken communication, resulting in project delays, low quality and budget overruns. This play is singly focused on the midmarket.
MIGRATION & INTEGRATION: Allows customers to leverage existing investments across various 3rd party and open source point ALM solution
via the Jazz Integration Architecture and OSLC/REST interfaces
Protect your investments”, “Expand your capabilities”, “Grow at your pace, your budget
Software:
Hardware: Upsell, Cross Sell Opportunities Competitive Differentiation:
Rational Team Concert Developer for
Workgroups, Rational Team Concert
Rational Quality Manager, Rational
Requirements Composer
Any
hardware or
operating
system with
RTC with
Power
ReqPro, RSA Design Manager,
Tivoli: Provisioning Manager,
Composite Application Manager,
Change & Configuration Management
Database
IBM is the only vendor that offers a comprehensive
integrated end-to-end lifecycle management
solution
Customers to date have seen as much as a 30%
productivity gain with RTC implementation. Case
Studies of Successful Implementations
Primary roles: CIO, CTO, VP Development, Software Engineer, Development Manager, Developer, etc Large Enterprise and MM with Employee size:
Sales Scenario
50-1000 employees ( you could extend it to 2000 but this criteria provided the size developer shops we needed—50-100 developers)
Partners
VAD’s, VAR’s and SI’s who have demonstrated expertise in CCM, PPM, or QM, CLM or Agile especially the jazz based portfolio products. Ready for
Rational ISVs with solutions that add value to Rational offerings.
Reasons to
Sell
MM potential for this is unlimited a door opener in to deeper opportunities. Sales Cycle 3-4 months. Small: $2.5 - $10KUSD; Medium: $10 $25KUSD;Large: $25 - $100K USD. Plan for Services being 15% or more of your overall proposal to your customer. Use IBM financing.
Demand Gen
Web Assets
Key Link:
13
,
Just Push Go templates, The Jazz Revolution Demo ,Rational Team Concert Sales Kit, New Collaborative Change Management
Whitepaper, The Agile Starter Kit, Jazz Analyst Reports, Jazz Roadmap, The RTC Sandbox, Link that will locate prospecting guide, Here
is a selection of webcasts that can be used based on the market,
Quick Reference Guide, ALM Play, Up-To-Double(2X) SVI competitive initiative,10 Free RTC License Try Before You Buy
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Better Quality at Lower Cost
Deliver quality throughout the software & systems lifecycle to help ensure the functionality,
reliability, & performance of your software and systems in development & production.
The Market:
Cost
• Software becoming an increasingly important component of all
products & services.
Quality
• Automated Software Quality Market = $3B
• Gartner’s 2011 Magic Quadrant report, closing the gap with HP
Risk
Cycle
Time
Why You Want to Sell:
• Services potential: 15% or more of your overall customer proposal
• New Offering: Rational Quality solution for SAP powered by Worksoft
• Upsell potential: Requirements Management (RRM) , Application
Lifecycle Management (RTC)
Why Your Customers Want to Buy:
• High Quality Products & Services are Critical to Customer Retention:
Acquiring new customers can cost 5X more than retaining existing
customers (average across industries)
• Reduction in Development Costs ~ 80% of costs associated with
Development are caused by identifying and correcting defects.
• $500+ billion per year worldwide is spent on Quality Management
Issues.
• Projects cancelled due to poor quality are 15% more costly than
successful projects of the same size and type
14
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Rational: Better Quality at lower cost
Global Play Owner: Denise Wynn
Play Date: 3Q 2012
Target: GB-LE & GB-MM
Tactic Codes: use your local co-marketing tactic code
Business Area/Need: Quality and Testing Primary Product Groups: Rational Quality Manager, Rational Functional & Performance Tester, Work Soft for SAP
Program Framework: SPI: Application Lifecycle Management
Smarter Planet: Software Delivery and Smart Products
Industries: Cross (but particularly effective in Banking, Insurance, Healthcare, Financial Services, Retail, Government)
Play Description
IBM Rational Testing solutions can help customers challenged by the increasing cost of quality associated with developing and maintaining
composite applications with integrations across multiple heterogeneous platforms and technologies (e.g., mainframe, distributed, SAP). By
combining leading application/service virtualization and agile integration testing with Rational’s industry-leading CLM solutions, our software testing
capabilities create a unique solution that helps customers address software quality earlier in the lifecycle to mitigate risk, drive down cost and
maintain complex test environments
Customer Value
Proposition
IBM Rational offers a complete quality management solution to help transform the way organizations produce, validate and deliver software. This
helps
organizations maintain the functionality, usability, reliability, and performance of their delivered applications. Research has shown us that 60%- 80%
of the cost of
software development is in rework (Source: http://www.sei.cmu.edu/about/message), and IBM quality management capabilities are integrated across
the
development lifecycle, enabling the entire team to collaborate in context and leverage full traceability across multiple platforms and technologies in
order to meet
the needs of the business. A life-cycle approach to managing software quality makes quality a shared responsibility to help customers achieve
greater consistency,
efficiency and predictability in their delivered solutions while simultaneously lowering IT costs
Software:
Primary: IBM Rational Quality Manager, IBM
Rational Functional Tester, IBM Performance
Tester, Worksoft (reseller of Business Partner
product) for SAP Functional Testing
Lead Offerings
Secondary: IBM Rational Team Concert; IBM
Rational Requirements Composer
Hardware: Upsell, Cross Sell Opportunities
Any
hardware or
operating
system
RFT/RPT/RST for test automation
•Worksoft (reseller of Business Partner
product) for SAP Functional Testing
•Rational Requirements Composer and
Rational Team Concert for Collaborative
Lifecycle Management (CLM) capabilities
•DOORS and Rhapsody for Systems and
Software Engineering (SSE) Accelerator
approach to development of complex
systems and products
Competitive Differentiation:
Competitor: HP Quality Center; manual testers using
Microsoft® Word and Excel. IBM Quality Management
solutions provides an integrated collaborative solution that
helps reduce costs and improve quality throughout the
development lifecycles. 3 methods to compete with HP: 1.
Competition at the solution level. 2. Competition with
surround play Sell RTC: Protect customer investment with
Rational-HP QC integrations 3. Competitive at RM tool level
Sales Scenario
Practitioners who use the product to manage their test activities(Analyst, Developer, Tester Manager, Security Officer); larger GB organizations decision makers
responsible for SW delivery (Business/IT/Systems Director, LOB exec., Project Mgr., QA Mgr, Small GB organizations, SW Developers, IT and Systems mgmt
professional who may not only have sw delivery/test responsibility within distributed mainframe or packaged application environments (SAP), but also desktop support,
network administration, etc. RQM average deal size: $45k – 50k average discount 59% off entitled & 67% off list for new licenses; RFT $15k, RPT $25k aver. Deal size
Partners
VARs, VAD’s and SI’s who have demonstrated interest and expertise in Quality Management, and Test Automation.
Reasons to Sell
Soaring Test cost, which are rising faster than development costs, representing more than 50% of the overall development costs including labor cost related to testing,
but also test lab environment set up and maintenance. Help your customer reduce their costs by reducing the amount of rework related to defects found late in the
lifecycle – test early and throughout the lifecycle
15
Demand Gen Web
© 2010
Corporation
IBMGoand
IBMWhat’s
Business
Partner
Use
Only
Up-to-Double (2X) SVI competitive initiative, For
Just Push
templates,
your test management
ROI? Use
the ROI
Calculators, Automation evolution: An analysis
of the IBM
evolution
of automation
IBM Software Business Partner Plays
Complex and Embedded Systems Build better products faster through collaboration across
teams, roles, supply chains and geographies.
Build better products faster through collaboration across teams, roles, supply chains &
geographies
The Market:
• IBM estimates that the smarter products market will be $86 billion by 2015
smarter products market includes: hardware, software & services.
• The number of opportunities are exploding for companies delivering
intelligent products to the Worldwide consumer marketplace.
Why You Want to Sell:
• Increasingly, software is becoming pervasive & a key differentiator in all
types of products and services delivered across every industry.
• Average Deal Size is $75K - $500K depending on product mix.
• Manufacturers want an intimate, collaborative relationship with their
customers that involves collecting, managing and sharing data captured
throughout the product lifecycle. IBM is the only company with offerings that
address all aspects of that lifecycle.
Why Your customers Want to Buy:
• Intelligent products delivered in today’s marketplace have complex
interconnected delivery cycles. In order to keep pace & stay competitive
manufacturers need to deliver products in a smarter, cost efficient manner.
• Achieve faster time to market from product inception to delivery by 23%
• Increase productivity of your staff by more than 40%
16
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
IBM Software Business Partner Plays
Rational: Complex and Embedded Systems
Global Play Owner: Denise Wynn Play Date: 3Q 2012
Business Area/Need: Systems & Software Engineering
Target: GB-LE
Tactic Codes: Enter leads into GPP with appropriate tactic code
Primary Product Groups: Complex and Embedded Systems
Program Framework: Software and Product Innovation (SPI) for Systems Smarter Planet: Smarter Products and Services
Industries: All industries can be targeted. Industries with a proven track record include: Aerospace and Defense, Automotive, Energy and Utilities,
Electronics (communications systems and devices, medical devices, consumer products, industrial automation)
Play Description
Systems engineering manages innovation of software intensive products, product lines, and systems and is the key to driving innovation in the product
development process. It helps organizations deliver smarter products by enabling collaboration and integration across the product lifecycle, managing
complexity, streamlining compliance and improving predictability. IBM Rational delivers tools, methods, and best practices that can be leveraged to
deliver smarter products in less time and with higher quality.
Customer Value
Proposition
For organizations building business, mission or life-critical systems and products, of all development solutions, only IBM Rational Solutions for
Systems and Software Engineering provides an integrated environment to visually analyze, construct and assess their systems architecture from the
requirements, while enhancing design collaboration across the diverse set of stakeholders and disciplines. Further, unlike competitors, the Rational
solutions help ensure continuous validation through automated simulation and test design capabilities throughout the development cycle and creation
of software and text-based deliverables directly from the design.
Lead Offerings
Software:
Primary: Rational Team Concert,
Rational DOORS, Rational Rhapsody,
Rational Quality Manager
Secondary: Rational Publishing
Engine, Rational Focal Point, Rational
Insight, Rational Asset Manager
Sales Scenario
Any company involved in developing or operating complex systems, particularly in Aerospace and Defense, Automotive, Energy and Utilities,
Electronics (communications systems and devices, medical devices, consumer products, industrial automation).
Typical Sponsors include: 1)CTO, VP of Engineering, VP of Dev; 2)LOB Managers, Product/Project Managers; 3)Dev Managers, Systems Engineers
Focus on: Accelerated Development, Increased collaboration, More reliable and Higher Quality products, Reduce regulatory issues
Partners
VADs, VARs, SIs, ISVs, SPs
Reasons to Sell
• For the 5th time in 6 years, Rational has achieved the top overall ranking in our 2010 Users Choice Survey on Software Development Platforms.
(Users Choice Survey, Software Development Platforms Evans Data Corporation)
• Industry leading provider of Systems Engineering (SE) and Application Lifecycle Management (ALM) products and services supporting the entire
lifecycle from requirements through delivery
• Industry's leading Model-Driven Development (MDD) environment
Demand Gen
Web Assets
Content Syndication, Rational Systems Sales Kits, IBM Software Story, IBM Software Story QRG
Key Link:
Quick Reference Guide on PW
17
Hardware:
Any hardware
or operating
system
Up sell, Cross Sell Opportunities
Rational Requirements Composer,
Rational ClearCase/ClearQuest,
Rational Method Composer, Rational
Synergy
Competitive Differentiation:
Top Reasons IBM is Better than Key competitors
(Seimens, HP, MKS)
• Comprehensive portfolio planning solution
• Aligns market & mission needs into product
planning and project execution
• Enables users to graphically model sys rqmts
Sales Play on Partnerworld
For IBM and IBM Business Partner Use Only
Back to list of all 4Q Plays
© 2010 IBM Corporation
IBM Software Business Partner Plays
New Coming Late Q3!
*NEW* coming Q3 a cross brand Mobile play
including solutions from: WebSphere, Tivoli and
Rational.
Customers are harnessing the power of mobile
technologies across their enterprise to support a mobile
workforce and engage mobile consumers. This play
provides IBM Business Partners the tools needed to
transform their new and existing customers into a
Smarter Mobile Enterprise.
For IBM and IBM Business Partner Use Only
© 2010 IBM Corporation
Enabling Product and Service Innovation | Rational
Call to action
1
At beginning of quarter, complete a territory plan
2
Select from locally available sales plays to prioritize sales activities
3
Leverage the sales play enablement packages for access to sales tools
Good luck and good selling!
19
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
SWG Business Partners Sales Plays on PartnerWorld
 Updated every quarter
 Presentation and audio replay
available
 Presentation and Quick
Reference Guides Translated
into 9 Languages
 Go here
20
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
IBM Co-Marketing Center
 Helps Business Partners get to market
quickly with "ready to execute"
campaign materials than can be
customized easily
 Involve Business Partners in your
campaigns
 Any IBMers can load assets in the tool
for them to use
IBM Co-Marketing Center on PartnerWorld
Instructions can be found at:
http://w3.ibm.com/connections/wikis/home?lang=en_US#/wiki/CMC/page/IBM%20Internal%20Education%20-%20Create%20%26%20Design
21
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
Today?
 Innovate 2012!
– Become a SPONSOR!
– Nominate your company for an AWARD!
– Register to ATTEND!
– Go to the Business Partner Summit!
– Find all of us in the BP Café!
© 2011 IBM Corporation
Enabling Product and Service Innovation | Rational
www.ibm.com/software/rational
© Copyright IBM Corporation 2011. All rights reserved. The information contained in these materials is provided for informational purposes only, and is provided AS IS without warranty of any kind,
express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, these materials. Nothing contained in these materials is intended to, nor shall have
the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM
software. References in these materials to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities
referenced in these materials may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature
availability in any way. IBM, the IBM logo, Rational, the Rational logo, Telelogic, the Telelogic logo, and other IBM products and services are trademarks of the International Business Machines
Corporation, in the United States, other countries or both. Other company, product, or service names may be trademarks or service marks of others.
23
© 2011 IBM Corporation