IBM C&SI SaaS Solutions & Channel Sales Guide
David Zhang
dzhang@us.ibm.com
WW Channel Sales Leader for Cloud & SaaS, C&SI
IBM Service Engage delivers integrated service management solutions you need when you need them – right now – putting IBM’s
proven management solutions at your fingertips. No longer do you need to struggle with software update and enhancements.
Service Engage is just a click away, enabling you to deliver the high levels of service performance and quality you demand and
deserve.
Currently, C&SI provides the following SaaS offerings:
 IBM Performance Management (SaaS)
- IBM Monitoring (SaaS)
- IBM Application Diagnostics (SaaS)
 IBM SmartCloud Control Desk (SaaS)
 IBM Workload Automation (SaaS)
 Maximo Asset Management (SaaS)
Here are 3 options to engage & sell IBM SaaS products as business partners (click on links below for complete details)
1. Resell authorized products through IBM Software Value Plus (SVP)
IBM Software Value Plus (SVP) SaaS SVP has to call out SaaS
2. Act as a referral Business Partner (Referral)
IBM Referral Incentive for SaaS and Software
3. Own the customer relationship (SSP)
SaaS Solution Provider (IBM Solution Provider–IBM Software as a Service)
Here are Tools & Resources available to C&SI Partners for SaaS selling efforts:
 IBM Service Engage is the landing page for C&SI SaaS offerings. Customers can learn, explore, demo, set up a trial, and
purchase offerings.
 C&SI SaaS Sales Kit & Center of Competence on Partner World
 PartnerWorld IBM Software as a Service (SaaS) options for BPs Landing Page
 Software Value Plus program uses Partner Guided Selling (PGS) Tool to process all 2 Tier SaaS Offering Quotes by the VAD
 SaaS Referral Program uses SaaSIncentive.com Tool to process SaaS opportunities and claims entered by Business Partners
 Submit a Request for help to the SaaS Center of Competency (CoC)
Step 1 - Prepare
Step 2 – Understand
Step 3 - Explore
Step 4 – Develop
Step 5 – Confirm
Step 6 – Additional
Enablement
- Introduction to Software as a Service (SaaS) for IBM sellers and Business Partners
- Introduction to Softlayer
- Straight Talk Replay - "Changing the Game with C&SI SaaS Solutions for Business Partners"- Digital GTM Strategy for Service Engage
- Changing the Game with C&SI SaaS Solutions for Business Partners
- Performance Management Straight Talk
- Workload Automation Straight Talk
- IBM SmartCloud Control Desk sales kit
- IBM SmartCloud Workload Automation sales kit
- IBM Performance Management sales kit
- Coming soon
Cloud & Smarter Infrastructure Knowledge Center
Virtual Sales Academy
Cloud & Smarter Infrastructure Events - (Software category – Tivoli)
Whiteboard Sales Training
Sales Mastery
Sales/Technical Tools & Resources
Business Value Analyst Tool (ROI)