Jean Karich – BP Channel Marketing & Enablement Manager
October 7, 2009
2009 Q4 Business Partner Sales Plays
Target SUCCESS in 4Q09
© 2009 IBM Corporation
2009 Q4 Business Partner Sales Plays – 10/7/09
President Obama honors IBM's Blue Gene
with National Medal of Technology and Innovation
All of IBM's key business lines - hardware, software and services, and the
researchers who conceived and invented Blue Gene - along with IBMers
everywhere, can share in this honor and recognition.
- Sam Palmisano
President Obama will personally bestow the award at a special White House ceremony on
October 7, 2009.
2
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM … always an industry leader ...
on T.V., in print, on the web and in the blog-o-sphere
You.Tube –IBM TV on
Smarter Planet
You.Tube - IBM Study: The
New Voice of the CIO
You.Tube – Cloud
Computing: Why
Choose IBM
You.Tube –IBM Cognos
Express
Communities
Linked.in - IBM and BP Blog Group
Linked.in - IBM Express Advantage Link
Linked.in – IBM Smarter Healthcare
Intel show New IBM
Bladecenter with next Xeon
processor
Twitter - Check out Twitter for cool
information like Do’s and Don’ts on
Social Media Sandy Carter’s SOA
Tweet Up events , System x /
Blade, System Storage and
Lotus Domino Exchange
3
IBM Uncloaks Eight Core
Power7 Processor – 8/26/09
Facebook - IBM Express Advantage Link
Facebook – IBM Software Newsletter
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM's Midmarket Clients have told us they want
access to:
• IBM and 3rd party Subject Matter Experts, including
BPs, analysts and customers, at no charge
• Industry trends
• Relevant information to solve business problems
and address challenges
• Other CIOs from mid-sized businesses
Drawing on the advice and insights midmarket
clients have shared with IBM"s senior leaders in
recent months, we launched infoBOOM!!!, a joint
partnership between IBM and CIO.com. targeted to
Midmarket CIOs and Senior IT Leaders.
How you can leverage infoBOOM!!!
There are three primary ways for Business Partners
to get involved:
Promote: Help drive awareness of the experience
as a valuable tool among your customers
Participate: Contribute perspective and interact
with Subject Matter Experts (SMEs) and
community members
Become a SME: Allocate time and expertise to be
a featured Subject Matter Expert
Check out infoBOOM!!! at:
http://theinfoboom.com
Must-know people, ideas and opinions
for mid-sized business
4
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
2009 Q4 Executive Summary

Generate Q4 Momentum
 Attend the Webcast “Responding to Today’s Demands
with a Dynamic Infrastructure” on Tuesday, October 20, 11:00 am ET
 Leverage the New! IBM Midrange Storage Product Pricing and
Discounting CC0908-253

Attend Key Events
 Attend Pre-announce Education via the 10/13 Dynamic Infrastructure
Virtual Education for Business Partners
 Attend Storage Networking World, October 12-15, Phoenix, AZ
 Attend IBM Information on Demand 2009, October 25-30, Las Vegas
 Attend Monthly Brand Kick-Off Calls: Power , System x, Storage (web
address changes monthly)
 Keep in touch with upcoming IBM events, and schedule your own, at
your local IBM Innovation Center. Locations

Call to Action
 Spend your co-marketing dollars NOW to drive demand for your
virtualization solutions by using Just Push Go templates
 Get prepared for IBM ISS Professional Certifications with Courseware
on PartnerWorld. One (1) no charge test voucher available per person,
per exam through 12/31/09. (509-937)
 Complete STG Financial Selling Modules for the New Economic
Environment in 2H09 Education Modules
 Bookmark out the General Business BP Essential Play Catalog for play
updates
 Download the New! IBM Software Business Partner Widget today!
5
Stay up-to-date on promotions
and incentives with bi-weekly
cross-brand Speedsheets
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Smarter Planet Messaging Map
Context
Client Needs
IBM Value
Proposition
The world is getting flatter, smaller and smarter
Responding To
New Behaviors
Making Better
Decisions
Consumption
Choices
6
More Agility
Your best partner on a smarter planet
Smarter Industries
Conversations
Along Two
Dimensions
Doing More
With Less
• Smarter Grids (E&U)
• Smarter Oil and Gas (C&P)
• Smarter Transport’n (T&T)
• Smarter Risk Mgt (Bkg / FM)
• Smarter Healthcare
-----------------------------------------• Telecommunications
• Government
• Insurance
Cloud, Managed Business Process
DELIVERY
Key Themes
• Smart Work
• New Intelligence
• Green & Beyond
• Dynamic Infrastructure
Outsourcing, Traditional client-led
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
What’s NEW! For October 20
Attend the 4Q09 Pre-Announce Virtual Education Event and
learn about hardware, software and services announcements
Agenda:
•October LAUNCH ESSENTIALS: "What You Need To Know!"
• NET IT OUT! Fast-paced synopsis of our 3rd integrated Dynamic Infrastructure launch of 2009.
•Offering Overview webcast
•Dynamic Infrastructure: Anatomy of a Deal for Business Partners
• Listen and learn from your peers how to effectively sell Dynamic Infrastructure!
•Dynamic Infrastructure Partner Program update for ISVs
• New! Dynamic Infrastructure program for Business Partners.
•Optional follow-on breakout sessions
New and Improved delivery portal features:
•Interactive opportunities to engage with Subject Matter Experts
•Live moderated chat rooms available during event
•Ask Techline a question
Prepare for the announcement:
Invite clients to the 10/20 Dynamic Infrastructure Announcement Webcast
Keep up-to-date with the DI Sales Portal on PartnerWorld , and the Systems Widget for Business Partners, over 1,700 users and
growing
Register for 10/26-29 Dynamic Infrastructure Top Gun Class in Potomac, MD. first come, first serve! Certification Testing Lab to
be provided.
Play the DI Simulator Game – available now! Fine tune your consultative selling skills targeting C-level executives.
7
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
October 20, 2009 Announcement
Analytics
Collaboration Development
and Test
Infrastructure
Compute
Smart Business
End User
Support on the
IBM Cloud
Lotus Live
NEW LotusLive iNotes
IBM Smart
Business
Analytics Cloud
for System z
Smart Business
Test Cloud
Smart Analytics
System
IBM CloudBurst
Compute
on
Demand
Smart Business
Desktop Cloud
Smart Business Systems
Pre-integrated, workload
optimized systems
Smart Business
Storage on the
IBM Cloud
Information
Protection
Services
(enhancement –
Smart Business
Backup Svcs)
Business
Services
BPM Blueworks
(Design tools)
Smart Business
Expense
Reporting on
the IBM Cloud
Smart
Business
Storage Cloud
IBM Information
Archive
Existing
8
Infrastructure
Storage
Smart Business
Desktop on the
IBM Cloud
Smart Business
on the IBM Cloud
Standardized services on the
IBM Cloud
Smart Business Cloud
Private cloud services, behind
your firewall, built and/or
managed by IBM
Desktop and
Devices
Smart
Business for
SMB (backed
by the IBM
cloud)
New - Oct
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Smarter Planet Cloud Advertising, TV, Videos and Landing Page
Click On Pictures for Hyperlink
9
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
contents
10
1
Dynamic Infrastructure Cross Brand Plays
chart 12
2
Cross Sell Solutions Sales Play chart 18
3
Cross Brand Competitive Sales Plays chart 19
4
Mid-Market Infrastructure Solutions chart 24
5
Global Technology Services chart 28
6
IBM Software Sales Plays chart 31
7
IBM ISV / IDR Quarterly Checklists chart 34
8
Industry Systems Retail Sector Plays chart 36
9
IBM Global Financing chart 40
10
Express Seller Updates chart 42
11
PartnerWorld Updates chart 45
© 2009 IBM Corporation
2009 Q4 Business Partner Sales Plays – 10/7/09
16 accredited Dynamic Infrastructure Business Partners!
IBM BP
Specialty
Level
BPIC
B/R
EE
V&C
Sirius
Elite
4



Mainline
Elite
2


Micro Strategies
Elite
1

II
Geography
HQ-coverage
TX - Nationwide
FL- Nationwide and Canada
Program Criteria

•
Partner resells broad IBM portfolio (hardware,
software, services)
•
Demonstrable infrastructure sales & technical skills
•
Extensive skill certifications
OH - Nationwide and Canada
•
Customer references in specialty area
CA - Southern CA –
East Coast / West Coast
Partners are provided tools to perform assessments
Vicom
Computer
Services
Elite
Agilysys
Specialist
1
DSS
(Direct Systems
Support)
Specialist
1
LRS
Specialist
1
Logicalis
Specialist
1
Meridian IT
Specialist
1

MSI
Specialist
3

NE – Nationwide
Sycomp
Specialist
1

Northern CA- California
GlassHouse
Specialist

ON – N.A. except Quebec
CIBER
Specialist
1
Essex Techn
Specialist
1
Mapsys
Specialist
thinkASG
Specialist
11
1
NJ Nationwide
NY Nationwide


IL – Midwest, Southeast,


IL – Nationwide

IL - Nationwide

CO - Nationwide

NJ - Northeast

1

•
•
•
•
IT Strategy Workshop (Elite)
Business Resilience Assessments
IT Optimization & Energy Efficiency Assessment
Information Infrastructure Assessment
Link to DI Announcement Letter
……. Federal
BPIC ……. # of BPIC locations
B/R ……… Business Resilience
EE ………. Energy Efficiency
V&C……… Virtualization & Consolidation
II………….. Information Infrastructure
OH – Ohio, Indiana, Michigan
CA - Southern California
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Dynamic Infrastructure Cross Brand Sales Play
Sales Play
Value Proposition
DI: Cloud
Computing –
Gain Access from
Anywhere With
Cloud
BP: Cloud Computing
provides access to new
customer sales and
services opportunities,
and generates additional
revenues, in the
integration and
distribution of business
information.
New!
Cross Brand
Brand: Power,
System x, System
z, Storage, GTS,
SWG, IGF
Client: Cloud and
Service Management
Offers provide fully
integrated solutions that
install and configure
easily and quickly with
minimal human
interaction and IT staff
required to install or
maintain.
DI
12
Enablement, Promotions & Incentives
Enablement
Smart Business Announcement including Cloud –
10/20/09
BP Education on IBM Cloud Strategy on the BP
Newsline agenda for 11/4/09 call
Cloud Computing: A down to earth view – Learn more
about the marketing opportunity, strategy, and offerings
on October 6 - 9 - Business Partner enablement series
IBM Smart Business Storage Cloud - #609-057
–Scale Out File Services
Cloud Computing Sales Kit, seller & customer education,
deliverables, white papers
Cloud Burst Sales Kit for BPs
Call to Action
Account Planning
Target customers with on-premise
development environments and budget
challenges and consisting of 50+
servers being used for test /
development. (Test/Dev Private Cloud)
Target clients in all industries that
have 1,000 or more end user clients
and face significant and growing IT
complexity and costs. (Desktop offer)
Target enterprises that have a need to
collaborate inside and outside their
firewall in order to innovate and
execute ideas quickly.
Cloud IBM TV Ads
Cloud Customer Site
Smart Analytics Education
Cloud Connect Community Blog
Demand Generation: “Lotus Knows”
Promotions & Incentives
Computing On Demand Test Drive Offer
LotusLive Engage 30 day Trial
Software Certification – offers & promotions
Call to Action
 Attend all Cloud Computing education
and use materials to develop a Cloud
sales strategy for your firm.
Validate hardware, software and
services re-sales qualifications to
ensure you are authorized to sell the
components that match your sales
strategy.
Interact with IBM Field Sales
personnel to develop a joint Cloud
marketing plan.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays
Sales Play
Green
Infrastructure
Refreshed!
Cross Brand
Brand: Power,
System x, System
z, Storage, Tivoli,
GTS,
Value Proposition
BP: Increase your lead
generation potential with
a wide range of offerings
designed to help BPs sell
solutions and service
offerings.
Client: Reduce datacenter
costs by reducing your
physical IT infrastructure
through consolidation and
virtualization, lowering
power and cooling
requirements.
DI
13
Enablement, Promotions & Incentives
Enablement
 New! DI Simulation Game
 Sales Enablement for BP sellers: Dashboard (decision
trees, conversation starters , education, success stories,
etc.)
Play Education:
Financial Selling Module for Energy Efficiency
"How to Sell" Energy Efficiency & Sales Play
Overview
IT Efficiency Play Scenario Web Lecture
Energy Management Play Scenario Web Lecture
Green Storage Webcast
Promotions & Incentives
Free 60 day Trial of Tivoli for Energy Management
Dynamic Infrastructure Specialty certification
announcement, 509-896, provides benefits ($25K/
$100K)
DI Certified BP can offer Energy Efficiency
assessments with new IT Optimization tools.
IBM Power Rewards, Customers moving from
competitive systems to IBM could earn points toward
eligible Software and Services..
SCON incentive program, earn up to $11K, expires
12/1/2009.
Call to Action
Account Planning
Target CEOs, Site & Facilities, and IT
Managers with solutions to reduce
cost, improve utilization, and do more
with less.
Call To Action
Prepare with Sales Play Education,
and use client presentation to explain
cost savings benefits to clients.
Understand the Suite of Alinean
tools, and how to use them.
Offer no-charge Energy Efficiency
Assessments or offer your own
services.
Drive clients to the Energy
Efficiency briefings.
Check out the latest on ‘Green &
Beyond’ deliverables
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 Dynamic Infrastructure Cross-Brand Plays
Sales Play
Reduce Cost
through
Virtualization
Refreshed!
Cross Brand
Brand: Power,
System x, Storage,
ISS, Software
(Tivoli,
Websphere), GTS,
IGF
Value Proposition
BP: Identify virtualization
opportunities in the midmarket and large
enterprise space by
leveraging virtualization
and consolidation
solutions and offerings.
Client: Simplify, virtualize
and consolidate your IT
environment while
reducing operational costs
up to 50% and energy
costs up to 40% a year.
DI
14
Enablement, Promotions & Offerings
Call to Action
Mid-Market Enablement
New! Just Push Go templates for email and webcast
marketing
Review sales play Quick Reference Guide
New! Softek Enablement Roadmap (CC0809-241)
New! Quick & Custom Return On Investment (ROI)
tools for data migration – generates client presentation
Data Mobility Services – Softek
IBM Data Migration Services - Softek 2, 5, 10 TB
bundles for SMB (US: 509-823 & 609-017)
GTS ServicePac offerings for Implementation Services
& Maintenance
Large Enterprise Enablement
New! Campaign Designer – Virtualization Business
Value
Reduce Cost through Virtualization BP Dashboard
includes quick reference guide, training, case studies,
references
Account Planning
IT decision makers in mid-sized & LE
companies ( >100 employees) with > 10
servers, especially competitive clients.
Target Industries: All Industries,
particularly Banking, Wholesale,
Industrial Products and Retail.
Typical Sponsors: IT Decision
Makers, C-level, IT Executives, Chief
Strategist
Mid-Market Call to Action
Purchase ROI Green assessment tool
Use Just Push Go marketing
roadmaps to create email or webcast
tactics
Conduct a seminar using Dynamic
Infrastructure Seminar in a Box
Send clients a free copy of: Energy
Efficient Data Center White Paper
Use Getting Started Guides to
understand Softek value, product
positioning, and available resources for:
Data Migration & Data Protection
Large Enterprise Call-to-Action
Take 15 minutes to use the Systems
Consolidation Evaluation Tool to ID
opportunity for server/storage
consolidation, and provide quick ROI
analysis.
Nominate accounts for cross-platform
assessments – performed by STG Lab
or Migration Factory.
Drive clients to Virtualization Webcasts
and Events
Promotions & Incentives
Earn up to $10,250 IBM System x and IBM System
Storage 2009 Business Partner new customer incentive
(509-518)
•Data Mobility Services – Softek TTL incentive (US 509521) – 5% quarterly rebate
IBM Power Systems New Customer BP Incentive
Client offers
Power Rewards for migration to IBM
BladeCenter Clearance Corner
PartnerWorld Migration/SCON Assessment (preapproval needed)
Softek TDMF flash demo – keep this is still in place
Green IT Primary Research Study IBM/Infotech Study
2009
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Information Infrastructure Cross Brand Sales Plays
Sales Play
Securing Data
with High End
Disk and Tape
New!
Cross Brand
Brands: Storage
(DS8000, TS1100
TS3500, LTO),
Tivoli Key
Lifecycle
Management and
GTS
Value Proposition
Enablement, Promotions & Incentives
BP: Increase your ability
to compete for storage
business with security
solutions that include high
end disk and tape. This
will allow you to increase
the overall opportunity
profit.
Enablement
October 13th Virtual Launch Education: Dynamic
Infrastructure Announcements October 20th highlighting
new DS8000 enhancements. Watch the Widget for
specifics
October 16th IBM Virtualization Engine Update
Protecting your Data with Confidence Webcast
Apply for Information Infrastructure Solution Specialty
under Dynamic Infrastructure Specialty and gain access
to the Storage Security Assessment.
Review the Information Infrastructure Security Sales Kit
Client: Securely share
information across the
enterprise.
DI
15
Promotions & Offerings
IBM Internet Security Systems Services
IBM Information Security Assessment
IBM Information Protection Services
IBM Implementation Services for tape systems – tape
encryption and key management (607-061)
IBM System Storage Information Infrastructure Information Security with Encryption Solution Offering
509-514.
Leverage special financing rates for both the hardware
and the software with the IIS Storage Solution Bundle
IGF offer
Call to Action
Account Planning
Target CFO, CIO, VP of IT of large
enterprise customers that are looking to
improve security of data on storage
media while enabling secure sharing of
information.
Call to Action
Invite your customers to an Information
Infrastructure Storage Optimization Study
or Workshop (STG)
Take your customer through the Storage
Optimization Self-Assessment.
Invite your customer to High End Tape
and Disk Executive Briefings in Tucson.
4th Quarter events TBA.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Information Infrastructure Cross Brand Sales Plays
Sales Play
Protect More.,
Store Less With
Information
Infrastructure
Solutions
Value Proposition
BP: Grow your customer
base, revenue and profit
margins by penetrating
accounts where you may
not have been successful
in the past.
Enablement
Client: IBM has cutting
edge, highly differentiated
storage offerings that
lower customer costs and
improve efficiency.
 Use SVC Alinean Tool with new SVC content
Refreshed!
Cross Brand
Brand: XIV,
ProtecTIER and
SVC
Enablement, Promotions & Incentives
Protect More. Store Less. Quick Reference Guide
When selling XIV, leverage the XIV TCO Tool or IBM
XIV Novus ROI Tool
When selling ProtecTIER, leverage the ProtecTIER
TCO Tool
Take sales education: How to Sell IIS
Promotions & Offerings
New! List price configurations of the IBM ProtecTIER
appliance were reduced 33% to 47% 309-811 and 309812
New! IBM Business Partner discounts for selected IBM
Storage Area Network (SAN) products increased by
11% 509-1048
New! XIV Implementation Services (609-056)
DI
16
IBM System Storage Information Infrastructure Information Availability with Virtualization Solution
Offering 509-418.
Leverage special financing rates for both the hardware
and the software with the IIS Storage Solution Bundle
IGF offer
Call to Action
Account Planning
Target CFO, CIO, VP of IT of large
enterprise customers who are concerned
over tight processing windows for backup
(30TB’s per night of data backups).
Target enterprises with 30TB or more of
disk storage and multiple vendors, open
environments (non-mainframe) with little
or no existing IBM disk storage.
Call to Action
Review and utilize the XIV Sales Kit,
ProtecTIER Sales Kit, SVC Sales Kit,
IBM ProtecTIER De-Duplication Sales Kit
Successfully complete the IBM XIV
Technical Certification
Leverage XIV Event in a Box on
Campaign Designer
Invite your customers to an Information
Infrastructure Storage Optimization Study
or Workshop.
Invite your customer to Accelerating
SVC implementations with Softek TDMF
Web lecture
Invite your customer to Open Systems
Executive Briefing in Tucson. 4th Quarter
dates TBA.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Information Infrastructure Cross Brand Sales Plays
Sales Play
Move up to
DS5000
New!
Brand: DS5000,
GTS, IGF
Value Proposition
BP: Grow your customer
base, revenue and profit
margins by upgrading
your current install base
and attaching to all server
sales.
Client: IBM has cutting
edge, differentiated
storage offerings that
lower customer costs and
improve efficiency.
DI
Enablement, Promotions & Incentives
Enablement
New! 20 City Future of Storage - DS5020 Roadshow –
US, Can, LA
New! August 25th announcement DS5020
New! Economic Justification Toolkit
Refreshed! Leverage the MidRange Storage Portal
•Know Your IBM for BPs
DS5100: 2800 points / $700
DS5300: 4000 points / $1000
Promotions & Offerings
New! IBM Midrange Storage Product Pricing and
Discounting CC0908-253
IBM Implementation Services for DS5000 disk systems
(608-055)
Call to Action
Account Planning
Target CFO, CIO, VP of IT customers
that have DS3200,DS3300, DS3400 or
DS4800s for 2+ years or multiple
DS4400s, DS4500s or DS4700s
.
Call to Action
Touch all of your DS3000 and DS4000
installs to discuss the benefits of this new
announcement
Leverage special financing rates for both the hardware
and the software with the IIS Storage Solution Bundle
IGF offer
17
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays
Sales Play
IBM
Comprehensive
Data Protection
Solution
Refreshed!
Cross Brand
Brand: IBM Tivoli
FastBack, System
x, Storage
(DS3000 and
DS4000), GTS,
IGF
Value Proposition
BP: Sell hardware and
software together to
improve your overall
margins and provide a
competitive edge.
Client: A solution that
provides easy to use
back up and data restore
functions.
Enablement, Promotions & Incentives
Enablement
New! CDP Event in a Box in Campaign Designer
Refreshed! Comprehensive Data Protection Solution
Sales Kit
Additional Enablement:
Refreshed! MidRange Storage Portal
KYI module on Comprehensive Data Protection
Solution Learn and Earn
FastBack Collateral Links
TSM FastBack Web Site
IBM System x3550
Implementation Services for disk system – ServicePac
Promotions & Incentives
ServicePac Rebate 509-411 up to $30 each
Remote Technical Support ServicePacs up to $300
each 508-657
Leverage special financing rates for both the hardware
and the software with the IIS Storage Solution Bundle
IGF offer
 KYI 509-484. Earn 40 – 300 sell and earn points on
System x and DS3000 products.
Earn up to $10K with the System Storage/Tivoli
information infrastructure Business Partner Incentive 508-621
Call to Action
Account Planning
Target mid-sized customers that are
looking for a backup and restore solution.
Target enterprise customers looking for
Windows based server-side CDP in data
centers or Branch offices.
Call to Action
Attend the CDP training replay of the
Everything Channel Net Seminar
Plan a campaign with the CDP Event in
a Box in Campaign Designer
Invite customers to Tivoli Fastback
Live Demo
 Ask top customers about their disaster
recovery plan.
Are they compliant?
Do they have a growing demand for
storage capacity?
CROSS SELL
SOLUTIONS
18
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Cross Brand Competitive Sales Play
Sales Play
Value Proposition
Competitive
Migration:
Winning with IBM
Systems &
Storage
BP: Help your customers
build smarter businesses
that can be more efficient,
green, flexible, intelligent
and global. Increase your
cross brand customer
install base and earn
money by utilizing
migration and SCON
assessments.
Refreshed!
Cross Brand
Brand: Power,
System x, Storage
19
Client: IBM Systems and
Storage can help you
reduce costs by
simplifying your IT
environment, reducing
power consumption,
consolidating server
sprawl better than HP,
Dell, SUN and EMC
Enablement, Promotions & Incentives
Enablement
 Three Sales Enablement areas:
 Winning with IBM Systems and Storage: New! Must
download - STG Sales Play Activation Guide – Your
guide to competing against Dell, EMC, HP, and Sun.
Including elevator pitch and quick reference guide.
Sales Play Dashboard
 New! Competitive Virtualization with Power and
System x Sales Kit
 New! Sun Tape Take-out Competitive Sales Play kit:
Show Sun-Oracle customers how IBM can reduce risk
and reduce cost in their tape investment!
 IBM Systems Consolidation Evaluation Tool (aka
Alinean TCO tool) for Power Systems, System x /
BladeCenter and Storage: Tool and Sales Kit
 Migration Factory
 Migration Case Studies
 BP Co-marketing available via Campaign Designer:
HP, Dell, Sun and EMC
 Consolidation and Virtualization Assessments
Call to Action
Account Planning
Target HP, Dell, Sun and EMC
customers who are challenged with
aging infrastructure, server sprawl &
high TCO (due to high space, power
and cooling expenses).
Call to Action
Utilize Campaign Designer to target
HP, Sun, Dell and EMC customers.
Use IBM Systems Consolidation
Evaluation Tool to run a quick TCO
analysis.
Leverage no-charge Consolidation and
Virtualization assessments and services
to progress leads.
Utilize IBM Global Financing,
Competitive Technology Briefings, and
promotions and incentives to help close
opportunity.
Promotions & Incentives
 New! Migration Assurance package
 New! IIS Storage Solution Bundle IGF offer
 New! IBM storage products no-charge removal
program 309-526
 IBM Power Systems New Customer BP incentive
(509-470, 509-471)
 IBM Power Systems, System i and IBM System p
incentive for Gen Bus (509-472, 509-473)
 Power Systems trade-in program
 IBM Power Rewards Sales Kit, customer deliverable
and external promotions website
 IBM Global Financing for MM and LE customers
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Cross Brand Competitive Sales Play
Sales Play
Value Proposition
Competitive
Migration: Scale
Up Your
Applications with
IBM Systems
BP: Drive IBM systems
solutions in Sun and HP
accounts and identify new
opportunities as well as
develop annuity streams
for services and support.
Refreshed!
Cross Brand
Brand: Power,
System x, System
z, Storage
Client: The superior
performance, scalability
resiliency of IBM Systems
help customers who are
challenged by declining
application performance,
rising software licensing
costs, and demanding
service level agreements
with their business-critical
database and application
workloads (i.e. SAP,
Oracle, DB2, Microsoft
SQL).
Enablement, Promotions & Incentives
Enablement
 New! Must download Sales Guides:
 STG Competitive Scale Up Your Applications
Sales Guide
 Oracle Sales Guide
 SAP Sales Guide
 Customer Deliverables:
 New! Migration Assurance package Manage
Growth
 Do More with Less
 Reduce Risk
 IAP Web Portal
 IBM Migration Factory
 Migration Case Studies
 IBM Migration Services for Tape Systems
 Competitive Financial Selling Module
 Assessments, Tools and Services:
 IBM Systems Makeover Analysis for SAP
Environments
 IBM Systems Makeover Analysis for Oracle
Environments
 STG Lab Services
 IBM Insight Tool for SAP (Unique IBM Capability)
Call to Action
Account Planning
Target customers who plan to upgrade
to a new version of their application/
database, plan to add new workloads or
have old and inefficient systems who
cannot effectively scale their current
workloads.
Call to Action
Identify 3 customers with SAP, Oracle,
MSFT SQL installed on Sun and HP
hardware. Use IBM Systems
Consolidation Evaluation Tool to run a
quick TCO analysis.
Leverage one of the Consolidation and
Virtualization assessments and services
to progress leads.
Utilize IBM Global Financing,
Competitive Technology Briefings, and
promotions and incentives to help close
opportunity.
Promotions & Incentives
 IBM Power Systems New Customer BP incentive
(509-470, 509-471)
 IBM Power Rewards Sales Kit, customer deliverable
and external promotions website for competitive
installations
 IBM Global Financing
• IBM Power systems Rebate Offering, (NA only)
• IBM z Rewards Program for competitive installations
20
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Cloud Computing- Quarterly Checklist
Major Events
Pulse Comes To You : Pulse brings the excitement, education, and
experience of our global conference - Pulse 2009, to your city!
Cloud Computing for Software Venders ’09 Conference: San
Jose, CA - December 7-8, 2009
Service Management Executive Summits: contact - Chris Benedetto
Local Events: For local Cloud and Dynamic Infrastructure events,
contact your local IMT marketing manager
Information on Demand - Las Vegas, October 25-29, 2009
Join us in Las Vegas to learn how IBM can help you turn your
information into a strategic driver of innovation, business optimization
and competitive differentiation.
Business Partner Advantage Newsline Call: November 4, 2009
- Cloud Computing
Marketing & Enablement Actions
October 13: Dynamic Infrastructure Virtual Education Event: Required
Education
For IBM Sellers and IBM Business Partners:
This role-based education event will provide you everything you need to know about
the October 20 launch, and is a "must see" for all IBM sellers, IBM Business Partners
and IBM marketing and communication teams.
October 20: Dynamic infrastructure Client Webcast
"Responding to Today's Demands with a Dynamic Infrastructure
Learn about IBM Smart Business & Cloud Computing
Registration Link
IBM Cloud Computing: Reduce Costs, Improve services delivery and
Enable Business innovation
What is Cloud really, and why IBM: Cloud Awareness for IBM Sellers
Learn how to present the IBM PoV on Cloud and introduce
Smart Business Services & Cloudburst
21
Cloud Computing Sales Kit, seller & customer
education, deliverables, white papers
Cloud Burst Sales Kit for BPs
Cloud IBM TV Ads
Cloud Customer Site
Smart Analytics Education
Click for Podcasts & Webcasts
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM STG - Quarterly Checklist
Major Customer Events
Storage Networking World, October 12-15, Phoenix, AZ
Virtual Events
10/20 Dynamic Infrastructure Launch Webcast
Link to All Dynamic Infrastructure Webcasts, upcoming and
on-demand
Tivoli Fastback Live Demo
Protecting your Data with Confidence Webcast
Marketing Actions
Take advantage of the new updated Dynamic Infrastructure
Specialty program, 509-896, and leverage business
development funding, assessment tools, and special
designation.
2H STG-hosted BPIC/BSSC events for midmarket
Building Your Dynamic Infrastructure with IBM Systems
Power
Dynamic Infrastructure with IBM Systems Storage
Dynamic Infrastructure with New Generation of IBM
Servers
High Performance Computing with IBM System x
/iDataplex
Driving High Performance Computing with IBM System x
iDataPlex and BladeCenter
Education Actions
10/13 Dynamic Infrastructure Education Event
Attend IBM Comprehensive Data Protection Solution
Everything Channel Net Seminar.
Use the Dynamic Infrastructure Event in a Box
Are you a Dynamic Infrastructure business partner? Contact
cmlow@us.ibm.com to get on the DI distribution list.
Use IBM Systems Consolidation Evaluation Tool to progress
opportunities
New! DI Top Gun Class for business partners, register
Subscribe to the Dynamic Infrastructure Journal, external
newsletter.
Execute a competitive demand generation activity by
leveraging the HP, Dell, EMC and Sun campaign templates
available in Campaign Designer. Promote current offers.
 Use
New! DI Simulation Game – teaches consultative selling
skills
New! White-boarding training teaches IT transformation
thought-leadership skills. Coming 10/20
the CDP Event in a Box in Campaign Designer
Increase storage attach rate with all customers by utilizing
current
offers.
22
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM STG - Quarterly Checklist
Major Customer Events
Third Party Events
IBM Proprietary Events
Dynamic Infrastructure
Gartner Data Center
Las Vegas, December 1 – 4th
Contact: Sharon Feller
Approx 70 IMT Mgr led Events
IMT Event contacts
Suzanne Burdon – Canada
Erin Jefferies – Southeast
Carla Fleming –
Federal/Northeast
Craig Ideno – West
Information Infrastructure
Storage Networking World
Phoenix, October 12 – 15th
Contact: Paula Koziol
System x/Deep
SEG 2009
Houston, October 25th
Contact: Sue DeSimone
SC09: Supercomputing
Portland,
November 14 – 20th
Contact: Lisa Gates
23
For more information, email
contacts above, or see Public
Events site.
IBM Executive Briefings –
nomination link
IBM Competitive Briefings
nomination link
System z
Mainframe New Workload
Poughkeepsie, October 7th &
November 4th
Contact: Keith One
Energy Efficiency
Think Green, Data Center
Design & Build
Boulder, October 6th
Raleigh, November 4th
Contact: Sharon Feller
POWER
Power Briefing
Austin, October 14th &
November 5th
Contact: Mindy Douglas
Information Infrastructure
Open Storage Technologies
Tucson, October 8th-9th
Contact: Kent Perry
Competitive Virtualization Sys X
Kirkland, November 3rd
Contact: Sue DeSimone
System x
System x, BladeCenter and
Storage Competitive Briefings
Raleigh, October 13, November 17
XIV Customer Workshop
Gaithersburg, October 7th-8th
Contact: Kent Perry
DS8000 Adv Func Workshop
Gaithersburg, October 13 -14
Contact: Kent Perry
Virtualization
Power Briefing
Austin, October 29th
Contact: Lisa Gates
Systems Management
Power Briefing
Austin, November 12th
Contact: Lisa Gates
* Events are in the planning
stages and subject to
change.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Infrastructure Solutions Sales Plays for Mid-Market
Sales Play
Complete
Collaboration
Solution for midmarket
customers
Refreshed!
Cross Brand
Brand: Software
(Lotus), System x,
GTS, IGF
Value Proposition
BP: Help increase
employee productivity and
efficiency through the use
of collaboration solutions.
Develop a niche in a fast
growing cross-brand
opportunity area to meet
needs of on-premise and
cloud-based opportunities.
Client: Reduce costs while
increasing efficiency and
innovation to remain
successful while boosting
productivity for users and
administrators.
Enablement, Promotions & Offerings
Call to Action
Enablement
New! Free Software Test Days - Everything you need
to prepare for Growth Thru Skills Early Readiness
Offer EXPIRES 10/31/09
New! LotusLive Cloud Advantage Sales Kit
New! Complete Collaboration Solution Quick
Reference Guide
New! Lotus BP Progression Kit
Lotus Live Engage video demo
Account Planning
Target clients who need to collaborate
with employees, suppliers, and partners
inside and outside of the firewall to
innovate, execute ideas quickly,
manage projects across dispersed
teams and quickly locate expertise.
Target IT managers, Line of Business,
C-level Executives
Call to Action
New! Replay Lotus Knows to
coordinate marketing/media plans and
join the Vanguard Program
Watch the video demo of Lotus Live
Engage
Utilize Financing: Funding your growth
offers
Utilize the Collaboration Decision Tree
to target existing and new accounts who
could benefit from solutions in their
organizations.
Utilize Demand Gen materials in
Campaign Designer to develop
marketing materials, customized with
your firm's identity/solution message
Collaborative Innovation Resources - Key industries,
target contacts, drivers with client needs. (includes
SW, HW, Services Solutions)
Complete the 7 min Collaborate to Innovate Microcourse to learn how to address client challenges
Demo: Collaborate to Innovate - Business on the Rise
Promotions & Incentives
LotusLive Engage 30 day Trial
Lotus Domino and Lotus iNotes Trial
24
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Infrastructure Solutions Sales Plays for Mid-Market
Sales Play
Web Application
Security: How
safe is your
business?
New!
Cross Brand
Brands: Software
(Rational, Tivoli),
ISS, GTS, IGF
25
Value Proposition
BP: Help clients reduce
cost and complexity of
security, minimize the risk
of escalating web
application threats and
drive add'l revenue with
industry-leading, software
and services web
application security
solutions.
Client: IBM provides an
integrated end-to-end web
application security solution
that delivers secure, realtime, protection of web
applications ensuring
ongoing vulnerability
management of web apps,
real-time blocking of
attacks, dedicated security
for Web services and
access management.
Enablement, Promotions & Offerings
Call to Action
Enablement
New! IBM ISS Technical Workshops (CN0909-417)
New! Healthcare & Retail IBM ISS Industry sector
solutions Financial and Government also available
New! X-Force resource materials
–IBM X-Force Security Report: Breaking the News to
your CIO Webinar Replay
New! Technical and Sales Enablement Roadmaps for
Appscan
New! Web App security sales kit
Rational Appscan Playbook for GTM materials
IBM ISS Professional Certification with no charge
courseware (509-937)
IBM ISS Web content syndication (CC0906-178)
Updated! IBM ISS in e-Config tool. Tier 2 support
Account Planning
Target industries include banking,
wholesale, insurance, healthcare,
retail, and manufacturing.
Target CEOs, CIOs, IT Directors, Chief
risk officers, IT decision makers,
security and compliance executives.
coming in 4Q09. (CC0909-288)
Rational Just Push Go templates for Appscan
Addressing Web Application Security With Limited
Resources Podcast
Managing A Growing Threat: An Executive’s Guide To
Web Application Security
Security Assessment Tool
Promotions & Incentives
Know Your IBM Sell & Earn for IBM ISS up to 8,500
points per product
IBM ISS Deal Registration discount (509-961)
IBM ISS Proventia Network IPS for Crossbeam (US
509-543) ends 12/31/09
IBM ISS Proventia selected GX and MFS hardware
products (509-555) ends 12/31/09
Call to Action
New! Use the Rational Just Push Go
roadmaps to execute marketing tactics
Refreshed! Utilize IBM ISS Sales Kits
and Campaign Designer templates
themes include: Reduce Cost While
Increasing Security, Compliance and
Data Security, Managing Application
and End User, Endpoint Visibility and
Control
Take ISS Certification Courseware to
develop skills and prepare for exams.
Use no charge vouchers for IBM ISS
Certification exams and assessments ends 12/31/09
Attend Monthly IBM ISS Business
Partner Seller Calls
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Mid-Market - Quarterly Checklist
Major Customer Events
BPIC /BSSC 2H Event Topics (run through November 2009)
•2H BPICs -hosted Infrastructure events for midmarket.
• Right Tools, Right Time, Right Place: Boost Productivity and Profits
• Leveraging a Dynamic Infrastructure for Real Cost Savings
• Reduce risk of downtime in an economic downturn
• Secure Vulnerabilities - A challenging economy is not the time to let down your
guard
• Data Access Mgmt - Limiting data exposure in an exposed economy
2H STG-hosted BPIC/BSSC events for midmarket
• Building Your Dynamic Infrastructure with IBM Systems Power
• Dynamic Infrastructure with IBM Systems Storage
• Dynamic Infrastructure with New Generation of IBM Servers
• High Performance Computing with IBM System x /iDataplex
• Driving High Performance Computing with IBM System x iDataPlex and
BladeCenter
Marketing Actions
Just Push Go to deliver virtualization email and webcast tactics to your
clients
Promote the Midmarket Security Assessment Tool , the Green ROI
Assessment tool and the IBM Blade Assessment tool
Aggressively present IBM Maintenance value to win using Approaches to
defend against competition for Maintenance
Enter new opportunities for IBM ISS in Global Partner Portal (GPP) to
receive Deal Registration discount 509-961
26
Gartner Data Center Conference, 12/1-4, Las Vegas, NV
Pulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MI
IBM Information on Demand 2009, 10/25-29, Las Vegas
Worldwide Tivoli Foundations Virtual Launch Event 10/14
Get Smart Roadshows
Chicago 10/6
NYC 10/22
San Francisco 11/5
IBM Portal Excellence Conference 2009 San Diego 10/1210/15
Lotusphere 2010 January 17- 21, 2010 in Orlando
Education Actions
Attend monthly WW IBM ISS BP Seller calls
Gain sales and marketing knowledge using Technical and
Sales Enablement Roadmaps for Appscan
Listen to the Lotus Knows call and join the Vanguard Program
Real life virtualization stories – Business Execs share how they
saved time and money
View the Collaboration Objection Handling Videos
Complete Know Your IBM (KYI) learning modules.
Lotus Training
Rational Monthly Sales Boot Camp training
Free Software Test Days - Everything you need to prepare for
Growth Thru Skills Early Readiness Offer EXPIRES 10/31/09
Top Gun Training
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Power Tactics
System x Tactics
Take Back Control with SVC
Sun Tape Takeout (LE)
X
DS8000 Loyalty Play
X
LTO Tape Loyalty Play
X
Move Up to DS5000
Reduce Cost through Virtualization
HPC Compute Intensive
Workloads
x
eX4 Xperience IT
X
BladeCenter S DataCenter
Under your Desk
BladeCenter – No Compromise
Win with POWER and
Websphere
POWER Adoption - Eliminate
HP/SUN Sprawl with Power
X
Business Partner Plays
iLoyalty (iCare) – System i
Install Base Tactic
Competitive Advantage - Using
Power to Defeat SUN/HP
Green Infrastructure
Large Enterprise and Mid
Market Plays and STG
Sales Tactics
4Q09
Storage Tactics
Cloud Computing – Gain Access
from Anywhere with Cloud
X
Securing Data with High End Disk
and Tape
X
X
X
X
Protect More., Store Less With
Information Infrastructure Solutions.
X
IBM Comprehensive Data
Protection Solution
X
Competitive Migration: Winning with
IBM Systems & Storage
X
X
Competitive Migration: Scale Up
Your Applications IBM Systems
X
X
X
X
X
X
X
X
X
MM - Complete Collaboration
Solution for mid-market customers
MM – Web Application Security
27
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Global Technology Services Sales Plays
Sales Play
Value Proposition
Enablement, Promotions & Incentives
Call to Action
Maintenance &
Technical Support
BP: Offset shrinking
margins for hardware with
annuity revenue
Enablement
New! Price decreases on OEM maintenance for
HP/Compaq & Dell (309-823)
New! Pricing methodology for Enhanced Technical
Support/Custom Technical Support for Storage to per
device (CC0908-260)
New! Client View Growth Initiative identifies accounts
with low opportunity close rate (CC0908-259)
Refreshed! Know Your IBM Learn & Earn modules (3)
– Updated module for Software Support Services
Maintenance & Technical Support offering information
& collateral on PartnerWorld
Approaches to defend against competition
ServicePac Product Selector tool – flash, xls
Web content syndication (CC0906-178)
Maintenance Management Services for SMB VAE
509-903 (US)
Maintenance Contract Lifecycle Management (MCLM)
tool. Canada deployment in 4Q09
Promotions & Incentives
ServicePac rebate (up to $35 per) – US 509-411
Double Whammy incentive on Remote Technical
Support ServicePacs (up to $300 per) - US 508-657
ServiceElite incentives for Power Systems, System i,
p, x - US 509-529, WSU on System i, p, x & Storage US 509-530, System z - US 509-409
Client Offers
IBM Global Financing alternative payment schedule
for prepaid offerings (CC0609-194)
Account Planning
Bundle all customer proposals with
IBM maintenance and software support
services quotations. Use warranty exits
and renewals as a “reason to call.”
Attach and Renew
Refreshed!
Brand: GTS
28
Client: Best in class
service in the industry by
highly skilled
professionals
Call to Action
New! Listen to replay of 8/25
Maintenance & Technical Support call.
Topics include: Defending Against
Third Party Maintainers and IBM
Software Support Services Update
Get trained on MCLM and use the tool
to identify sales opportunities
Sell maintenance AND software
support services on all machines at
time of new product sale.
Present clients with extended term (36
& 60 month) maintenance proposals
Execute marketing tactics to installed
customers to drive upsell of Software
Support Services
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Global Technology Services Sales Plays
Sales Play
Value Proposition
Data Mobility and
Data Protection
Services – Softek
BP: Additional revenue,
high margin, value add
services opportunity
Refreshed!
Client: Cut costs by
accelerating data
migration supporting new
storage technology,
consolidation, relocation
and optimization of the
storage infrastructure.
Brand: GTS
Enablement, Promotions & Incentives
Enablement
New! Softek Enablement Roadmap (CC0908-241)
New! Quick/Custom Return On Investment (ROI)
tools – generates client presentation
New! Investment/Break-even Calculator: estimate
how many Transactional Terabyte Licenses (TTLs) to
recoup Business Partner firm investments
New! Softek Triple Play (CC0908-265)
New! Win Flashes
PartnerWorld Data Mobility Services - Softek
solutions Landing page at
www.ibm.com/partnerworld/datamobility
Know Your IBM Learn & Earn module
Web content syndication (CC0906-178)
Maximizing Revenue & Profit from Data Migration
Podcast
Softek TTL pricing information
Techline presales support CC0902-048
Promotions & Incentives
Data Mobility Services – Softek TTL incentive (US
509-521) – 5% quarterly rebate
TDMF and zDMF Demo/Evaluation Licenses at no
charge - 509-822 US, 509-784 Canada
Call to Action
Account Planning
Target opportunities from current
clients based on Storage consolidation/
virtualization, infrastructure
optimization, technology refresh/lease
expirations or relocations. Look for
situations where data is moved. Target
clients or applications that have a high
availability requirement – financial,
healthcare, Web applications
Call to Action
Use Getting Started Guides to
understand Softek value, product
positioning, and available resources for:
Data Migration & Data Protection
Leverage no charge demo/evaluation
licenses to progress sales opportunities
Execute marketing campaign using
Data Mobility Services – Softek
Campaign Designer templates
Refreshed! Attend Softek delivery
training at no charge to Business
Partners. Classes to be held week of
10/12 (Chicago), week of 11/2 (NYC)
Registration: Open Systems or
Mainframe
Client Offers
Flash demo: TDMF, zDMF & Replicator (New)
Data Mobility Self Assessment
Client Podcast: Migrating your data without a migraine
White paper: Hidden Costs of Data Migration
29
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Global Technology Services - Quarterly Checklist
Major Customer Events
Storage Networking World, 10/12-15, Phoenix
Pulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MI
Think Green: Data Center Design and Build Briefing - Data Center
Actions for Uncertain Times, 11/4, Raleigh, NC. Customer nomination form
IBM Information on Demand 2009, 10/25-29, Las Vegas
Gartner Data Center Conference, 12/1-4, Las Vegas, NV
CIO Dinner and Executive Briefing: Data Center Cost Take-out in
Economic Uncertain Times, 11/3-4, Boulder
Compete Through Service Symposium, 11/4-6, Phoenix
Marketing Actions
Education Actions
Use IBM Services Advisor for simple and quick identification of GTS
offerings that Business Partners can sell
Listen to Maintenance & Technical Support August 25 BP call replay
Sign up for Services Web content syndication
Complete courseware available to prepare for IBM ISS Certifications. No
charge vouchers expire on 12/31/09.
Reference Dynamic Infrastructure materials for GTS – updates coming for
October 20 launch
Aggressively present IBM Maintenance value to win using Approaches to
defend against competition for Maintenance
Use flyer to promote Storage Services technical support attach on
DS6000/DS8000 (BP version, client version)
Attend monthly WW IBM ISS BP Seller calls
Use Softek Enablement Roadmap to lay out education plan
Set up individual Softek training contact U.S. East; Ken Copas,
kcopas@us.ibm.com; U.S. West: John Campbell, jwcampbe@us.ibm.com;
CA: Tony Aziz, taziz@ca.ibm.com
Use e-Config for quick and accurate IBM ISS quotes to attach to server
sales (CC0909-288). Tier 2 watch for deployment of tool in 4Q09.
Softek Delivery training at no charge for Business Partners. Classes week
of 10/12 (Chicago) and 11/2 (NYC). Register at: Open Systems or
Mainframe
Enter new opportunities for IBM ISS in Global Partner Portal (GPP) to
receive Deal Registration discount 509-961
BCRS PartnerWorld University Web lectures for remote data protection
express & e-mail management express
Use Quick/Custom Return On Investment (ROI) tools for Softek to
generate client presentation for cost justification
Take Know Your IBM (KYI) Learn modules
Leverage expanded Novus portfolio enablement to drive Storage
Optimization solutions
Review PartnerWorld University Services College lectures for OI
education
GTS Education Catalog for Business Partners
Become familiar with Express Remote Managed Infrastructure Services
30
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 2009 IBM Software Sales Plays
Sales Play
Value Proposition
Enablement, Promotions &
Incentives
Reduce your
application
connectivity costs
BP: Take advantage of
MQ’s #1 Market Share
position. Use MQ to
replace expensive point to
point connections and
build off your current
install base of MQ with
Message Broker, EBS, or
Data power.
Enablement
MQ Quick Start Sales Play (Sales
Kits, Training Materials, Demos,
White Papers, Customer
References, Value Assessment,
etc.)
Review Strategies for Extending
your IT Budget: Talking points
and sample prospecting letters.
 Use the Quick Reference Guide:
qualify new MQ opportunities
 Use the IBM Connectivity
Wizard: Talking points for lowering
overall integration costs
Refreshed!
Brand: WebSphere
Client: The cost of
integration and data
movement is reduced
because customers'
existing investments of
applications and data can
be accessed and reused
easily.
Call to Action
Account Planning
If No MQ Installed: Target Customers:
 Companies with more then 100 employees
 Needs to exchange information between applications
 Needs to reuse legacy applications
If MQ Installed: Target customers:
 With high Maintenance costs
 Companies looking for Standardization and Stability
 Companies Looking for cost effective integration
Call to Action
If NO MQ … Leverage MQ as an “entry point” or
foundation to initiate sales opportunities/discussions. MQ
Quick Start Sales Play
If MQ Installed … Leverage MQ FTE, EBS, MB, DP Target
existing MQ install base – opportunity to 10,000+
customers. Connectivity and Integration
Download 90 day Trial Code
Propose and Close: Contact your Channels
Representative for Special Bid
PLEASE NOTE: There are additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Midmarket Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart.
31
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 2009 IBM Software Sales Plays
Sales Play
InfoSphere
Balanced
Warehouse
Refreshed!
Brand: Information
Management,
Power, System x,
Storage, Services,
Financing
Value Proposition
Enablement, Promotions &
Incentives
BP: Comprehensive and
fully integrated
warehousing solution that
simplifies the deployment
and maintenance of an
intelligent data
warehouse.
Enablement
New! Information on Demand
Campaign in a Box
Ready-To-Go Balanced
Warehouse Partner Playbook
Teaming With Business Partners
Portal
Client: Dynamic
Warehousing allows
clients to be more
responsive to the market,
identify and act on
opportunities faster, and
manage resources better,
requiring the ability to
more effectively leverage
info.
Promotions & Incentives
IBM InfoSphere Balanced
Warehouse Business Partner
Incentive (expires 12/02/09)
Financing Promotions
Call to Action
Account Planning
Target organizations with:
Silos of info stored in flat files, spreadsheets or
relational data servers,
Small Oracle accounts (especially those with ERP
systems) and no separate BI system,
SQL Server clients deploying BI solutions that require
high performance/more reporting or are looking to an
open solution for lower IT costs.
Call to Action
Familiarize yourself with sales and marketing support
materials available and use them to call prospects and
discuss needs/uncover opportunities.
PLEASE NOTE: There are additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Midmarket Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart.
32
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Software - Quarterly Checklist
Major Customer Events
 IBM Information on Demand 2009 (October 25-30, Las Vegas)
 Lotusphere 2010 (January 17- 21, 2010 in Orlando)
 Pulse 2010 (February 21-24, 2010 in Las Vegas)
 PartnerWorld Event Finder
Marketing Actions
Education Actions
 New! Use the IBM Software Business Partner Widget to access
information on key sales, marketing and technical content to help you
drive sales and growth.
 Execute IBM solution-oriented campaigns with Software Co-funded
Marketing.
 Generate demand with marketing tactic materials from Campaign
Designer.
 Leverage the Internet Marketing set of benefits to generate leads and
drive sales.
 Augment your Web site with complete, compelling IBM marketing
assets designed to help your company generate leads/drive sales
with Web Content Syndication.
 Use the Grow your Business with IBM Software Tool to quickly
identify and evaluate cross-software sell scenarios, so you can
expand your customer install base and reach new prospects.
Leverage training to develop your skills!
 New! Free Software Test Days - Everything you need to prepare for
Growth through Skills. Special Early Readiness Offer through Oct 31, 2009!
33
 IM: Participate in IOD Comes to You events (Refreshed), Other IM Training
 Lotus: Lotus Training
 Rational: Rational Monthly Sales Enablement Call, Rational Boot Camps,
Other Rational Training
 Tivoli: Attend Pulse Comes to You Events (Refreshed), Take the Know
Your IBM (KYI) TSM Fastback module to increase solution sales, Other
Tivoli Training
 Websphere: Attend Impact Comes to You Events (Refreshed), Websphere
Training (including No-Charge Technical Education), Other WebSphere
Education,
 Take advantage of "We Pay" offerings (You pass, we pay) IBM training
reimbursement.
 Virtual Innovation Center
 Top Gun Training (general software or by brand)
 Participate in Think!Thursday Sales Conference Call Series.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Global ISV Alliances - Quarterly Checklist
Major Customer Events
Oracle: OpenWorld, San Francisco, 10/11-15, IBM Booth 733
SAP: East Tennessee University ASUG event 10/30
Oracle: Federal Forum, Washington, DC, 10/21
Infor: Infor Virtual Inforum, 10/20-21
SAP: TechEd '09 Conference, Phoenix,10/13-16
Infor and Lawson: HR Executive's Tech Conference, Chicago, 9/3010/2
SAP: TechEd ’09 IBM i & SAP Solution update, Phoenix, Oct 12
SAP: SAP Business Objects User Conference, Dallas, 10/18-21
SAP: SAP World Tour, New York City, 10/20-21
SAP: SAP Retail Conference, Las Vegas, 10/13-10/14
Manhattan: Cross Channel Retail Exec Summit, Charleston, SC,
9/30-10/2
Manhattan: IFDA Event, Baltimore, 10/19 – 10/21
Manhattan: AMR RIS News Event, San Francisco, 10/27
Manhattan: Supply Chain & Logistics Summit, Dallas, 12/3-12/4
Marketing & Enablement Actions
IBM Virtual University 2009 for SAP
SAP: IBM Insight for SAP Utility- Free HW Workload Analysis for SAP
SAP: Business Warehouse Accelerator Videos
SAP: “Achieving Mfg Clarity, Agility & Efficiency: Featuring PepsiCo”
Perfect Plant Webcast
 Leverage IBM and SAP Alliance website
 Leverage SAP Sapphire 2009 e-literature from IBM
 Leverage SAP Tech Ed 2009 e-literature from IBM
 Leverage IBM and SAP Alliance PartnerWorld site
Leverage IBM and Oracle Alliance website
IBM Virtual University 2009 for Oracle
Oracle JDE Upgrade ROI Tool - BP and Client Marketing Initiative
Oracle Ziff Davis State of the Data Center: Virtualization Webcast
Oracle Ziff Davis Web Seminar - Rightsizing Drives Infrastructure Efficiency
Oracle and IBM Whitepaper--How to talk to your CFO about an Oracle
Infrastructure upgrade
Oracle EBS ROI Tool-BP and Client Marketing Initiative
Oracle and IBM Productivity Tool for Oracle Solutions
 Leverage Infor and IBM ERP Solution Demos
 Leverage Infor Recorded Webcast Library
 Leverage IBM and Lawson Alliance website
 Leverage Lawson Recorded Webcast Library
 Leverage IBM and Manhattan Alliance website
 Leverage Manhattan White Paper Library
Infor Power Systems Virtual Conference on demand
Lawson SHCM Workforce Effectiveness – Insurance & Technology Webinar
Manhattan Webinar - Totes>>ISOTONER Shares Success Story
IBM Power System and ISV Solution Rebates
34
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
ISV Developer Relations - Quarterly Checklist
Major Customer Events
 Introduction to SaaS, Multi-Tenancy, and Cloud Computing seminar.
Implement multi-tenancy and deliver your solutions in a SaaS model.
Learn how the Amazon EC2 environment can help meet your
development and deployment needs. Contact: Jennifer Pessetto –
pessetto@us.ibm.com
Connect To Win. An executive partner event that drives sales through
networking and technology integration. Contact: Shari Chiara –
sharichiara@us.ibm.com
Marketing Actions
 Smarter Planet Events. An overview of the IBM smarter planet
strategy and key resources. Contact: Ronnie Todd –
rltodd@us.ibm.com
Smarter Cities Event in Boston. Premier event in Boston for 4Q. Clevel clients and partners will be invited to attend. The IIC is working
with GB Sales on this event. Contact: Ronnie Todd –
rltodd@us.ibm.com
Education Actions
 Increase your reach in the midmarket customer segment by completing
an available specialty (SOA Specialty, IOD Specialty, SaaS Specialty, BC
Specialty, Dynamic Infrastructure). Contact: Asker Ahmed –
aaahmed@us.ibm.com
Maximize Your Relationship with IBM. Learn how to reduce your
development costs, get to market faster, and shorten your sales cycle.
Contact: Gloria Powell – gpowell@us.ibm.com
 Campaign Support Funding pilot. 50+ campaigns launched to drive
additional VLR & win revenue into the MM. Contact: Bill Stark –
bstark@us.ibm.com
standards/open source technologies. Contact: Ronnie Todd –
rltodd@us.ibm.com
 RSI Special Offer. 3 tiered offering designed to assist RSIs with
successfully completing certifications and receiving demand / lead
generation benefits. Contact: Amanda Reidy – adreidy@us.ibm.com
 Smart Business Special Offer. Co-marketing activities with ISVs
enabled on the Smart Business Platform and VARs who are authorized to
sell Intuit’s QuickBooks Enterprise Solutions & IBM Smart Cube. Contact:
Bill Stark – bstark@us.ibm.com
 Product Launch in a Box using Client Events Package and IDR IBM
Innovation Centers. Contact: Ronnie Todd – rltodd@us.ibm.com
35
developerWorks Briefings. Briefings to build skills on open
Cloud Computing for Developers. Cloud computing virtual event for
developers and ISV’s who are looking to jump start their cloud skills and
initiatives to build software-as-a-service offerings. October 1st.Contact:
Jennifer Pessetto – pessetto@us.ibm.com
Dynamic Infrastructure Partner Program. Combine Dynamic
Infrastructure Specialty program for Resellers and the Technology Partner
program to a single unified program. Invite ISVs to extend the program to
be for all partner types across five dimensions. Dimensions incorporate
criteria to achieve specialty marks and benefits based on partner type.
October 20th. Contact: Teri Austin –taaustin@us.ibm.com
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Q4 IBM Industry Systems Retail Sector Sales Play
Sales Play
Value Proposition
Retail Store Solutions
and the Dynamic
Infrastructure
IBM Business Partners have a unique
advantage over competitors to leverage
the IBM “Smarter Planet” conversation to
help retailers create “smarter stores”.
Retail: SMB to Large
enterprise. All retail
segments
Utilize DI messaging
and get customers
excited about Smarter
Planet.
IBM Store
Transformation: POS
& Self-Service
Help retailers meet the needs of today’s
new type of shopper – the “Shifter”.
Grocery, Specialty, Food
Service, PCCD vs. POS,
Hospitality
Leverage reference
materials and Quick
Reference Guides
Touch Solutions for
POS
IBM provides infra-red touch screen
solutions that that lead to smart work by
employees, and increased customer
satisfaction.
Retailers focusing on
grocery and general
merchandise, running
4690 OS, any size
Contact IBM 4690
POS and non-touch
clients, know the
“Value of Touch”
Power Advantage
IBM has a significant advantage over
competitors with industry-leading power
management features.
Small to mid-size in
grocery, mass merchant,
specialty
Target competitively
installed accounts
Printer Replacement
IBM SureMark printers beat competitive
printers in speed, accuracy and “green”
features.
Large to MM retailers:
specialty, grocery, food
service, hospitality
Use TCO tool to justify
replacement cost.
Convince to switch or
upgrade.
Software Migration
IBM customers with SA, GSA and CDSA
POS applications are looking for more
powerful capabilities at the POS and
within the store.
Retailers using SA, GSA
or CDSA, targeted for
supermarket,
hypermarket, club and
chain drug retailers.
Communicate how the
ACE solution: 4690,
ACE, SI, SI GUI and
DIF—deliver TCO/ROI
36
Target Audience
Actions for Sellers
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Retail Store Solutions - Quarterly Checklist
Major Customer Events
Retail Executive Briefing: Innovative Solutions for Mid-Market Retailers.
October 6-7, 2009. Seats are limited. Contact Gail Stremlo to register.
–The New Economy Retail Industry Trends & Directions: Focus on Value – Do
More with Less – Act with Speed
–Store Innovation (including IBM point of sale, self-service technology, mobile
devices)
–Cross-Channel Retailing
–Business Intelligence
–Back Office Optimization (with IBM server technology)
Marketing Actions
Attend Monthly IBM Retail Store Solutions Business Partner Conference
calls. Every 3rd Tuesday at 2:00 PM ET. Third quarter call schedule:
October 20
November 27
December 15
Learn more about the IBM Retail User Group, an association just for IBM
retail clients, and Business Partners offering point-of-sale and self-service
solutions to the retail industry. Visit www.ibmstoresystemsug.org.
Contact Nancy Greene if you would like to increase your visibility and
leverage your customer wins with IBM.
Web Seminar: IBM SurePOS 500 Point-of-Sale Solutions for Retail,
October 13, 2009. Contact Nancy Greene for details.
Web Seminar: Retail Business Intelligence and Performance
Management. Available 24 hours. Click here for details.
Web Seminar Replay: IBM in conjunction with Retail Customer
Experience presents “Implementing self service to gain a competitive
advantage in today’s down economy.” Click here to view replay.
Webcast: Responding to Today’s Demands with a Dynamic
Infrastructure, October 20, 2009. Click here for details.
Education Actions
New courses available from IBM Retail Store Solutions on
www.ibm.com/services/weblectures/dlv/smartzone
RE1095S: IBM 4690 V6: A Smart Platform for Retail
RE5101: IBM Retail Store Solutions SurePOS Hardware Overview
RE4852S: Selling the IBM SurePOS 500 Series Models 526 and
566
RE4852T: Supporting the IBM SurePOS 500 Series Models 526
and 566
RE4855C: Introducing the IBM AnyPlace Checkout
New Total Cost of Ownership and Return on Investment tool available to
Business Partners approved to market IBM Retail Store Solutions products.
Contact Nancy Greene for details and a copy of this new TCO/ROI tool.
37
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Retail Sector Promotions & Incentives
Program
Description
Timeframe
Announce
IBM Retail Store
Solutions 2009 Rewards
Incentive
Eligible IBM® Retail Store Solutions Business Partners can receive
incentive payments that are based on the IBM Point of Sale (POS)
revenue they generate during each calendar quarter of the 2009 calendar
year.
Visit the Point-of-sale and Self-service pages in PartnerWorld for details.
Jan. 1, 2009 – Dec.
31, 2009
509-407
January 9, 2009
IBM Retail Store
Solutions 2009
Tradeshow Support
Incentive
Participating Business Partners should submit all claims no later than
November 13, 2009.
Visit the Point-of-sale and Self-service pages in PartnerWorld for details.
Claim deadline:
November 13, 2009
CC0901-003
January 9, 2009
IBM Retail Store
Solutions 2009 Dollar-forDollar Incentive
Participating Business Partners should submit all claims no later than
November 13, 2009.
Visit the Point-of-sale and Self-service pages in PartnerWorld for details.
Claim deadline:
November 13, 2009
CC0901-002
January 9, 2009
National Retail Services
Center Lead Pass Fee
IBM Business Partners who pass a lead to the IBM NRSC may receive a
6% lead pass fee (up to $30,000 per opportunity) for all NRSC business
closed as a result of the lead.
Ongoing
505-070
Note: Promotions/Incentives are for US and Canada unless otherwise notated
38
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Global Financing: What’s Hot?
Client Scenario
Economic Stimulus Portfolio
$2B for United States and Canada
IBM Global Financing Provides
Need to implement a technology solution now, but won’t
be receiving stimulus funds until a later date
A funding approach to accelerate the implementation of projects now by providing a
budget outlay based on contributed funds and anticipated future funding. Several IBM
Global Financing offerings listed below can contribute to this.
Need to implement a technology solution now but stimulus
funds will not cover 100 percent of the project
requirements
A gap funding approach for required components not covered with Economic Stimulus
funding. The offerings listed below can contribute to this.
Need to manage the funding of a complex long term
engagement with a structured line of credit
An IT Financing Facility with a focus on flexibility, funds and reporting, it’s ideal for
customers who need a tailored IT financing facility with emphasis on Technology Life
Cycle and Total Cost
of Ownership.
Need a cost effective way to acquire my IT assets
JumpStart Rates and Low Rate Financing provides flexible payment structures and low
market rates.
Need to fund a complex IT project and help in aligning
costs to anticipated benefits
IBM Project Financing, enabling customized structures for complex project plans that can
facilitate.
JumpStart Rates – Expires on Dec 31. Enhanced low financing and flexible payment options on hardware
Low Rate Financing – Simplify budgeting and planning by combining IBM hardware, software and services
into a single contract with a single monthly statement
Deferred Payment Plan – No payments on GBS solutions for up to one year. Clients can use GBS Deferred
Payment Plan (DPP) to delay payments and provide interest free borrowing for six months.
IBM Project Financing – Customized, all-inclusive financial package for services, infrastructure solutions
and business transformation projects, making it easier to manage both upfront investments and ongoing
operating costs
GFP03068-USEN-00
System P Deferral – Clients can acquire select System p today no payments and no interest for six months
39
39
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Global Financing – Flexible and Customized Offerings
Hardware financing
 Low Rate Financing
 Jumpstart Rates (US only)
Software financing
 Rates as low as 0%
IBM Certified Used (ICUE)
 Complement the sale of new
IBM products and services
 Ideal for credit-challenged clients
Services financing
 Deferred Payment Plan (DPP)
 Project Financing
 IT Financing Facility
40
40
Financing for Economic Stimulus
Opportunities
Accelerate projects with future anticipated
funding
Fund components not covered by stimulus
funds
Provide customized structures and line of
credit for planning, oversight, and
transparency of complex projects
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
IBM Global Financing – Key Incentives and Dates
41

Simplified Midmarket Financing – New!
– Available in the United States and Canada
– Transaction size $5K<$25K
– Easy to use and understand Full Payout Offering (FPO) only offer.
– Simple terms -12, 24 and 36 mo. no interim rent and no partial invoices.
– Best and Std credit are eligible

IGF North America Services Solutions – New!
– Flexible financing services options allow IBM clients to track costs much more closely to benefits as convert large
expenses into affordable fixed monthly payments.
• Plan Your IT Acquisition
IBM Global Financing can help your end-user clients develop and implement a financial plan the entire
lifecycle of their technology.
• Acquire Your IT Solution
Reduce the initial financial risk and budget impact on an IT acquisition. Leverage our competitive rates and
customized funding solutions to lower the overall cost of technology acquisition as your client implements
key services solutions.
• Manage Your IT
Help your clients stay on top of their IT infrastructure

Know Your IBM Finance and Earn Incentive – Double Points!
– When an IBM Business Partner sells and leases qualifying
System x product, they receive 200 KYI reward pts.
– IBM Global Financing announced last week, that it is DOUBLING its
points to 400 pts per supplement
– See IBM North America IBM Announcement Letter # 509-513 for
additional details.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Express Seller Updates
42
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Drive Recovery with No Charge Demand Generation
IBM Express Seller Flash
 IBM Express Seller Flash offers new, easy-touse marketing templates every month
 Up to 2000 postcards offered at no charge IBM pays for printing and postage
 Subscribe today!
Sample customizable postcard offered
via the IBM Express Seller Flash
Just Push Go for Virtualization
 New! website has everything you need to
effectively plan and execute a single or multitouch marketing campaign for mid-market
New Express Web Banner Advertising
Sample Web Banner through Campaign Designer
Web Content Syndication
 Easily improve IBM Web content at no charge
 Seamlessly download IBM System x,
BladeCenter, Storage and ServicePac product
information and deliver it via your Web site.
Campaign Designer
 New! - Co-marketing web banners available on
Campaign Designer for System x Express
and Storage Express
 Product and stock images, templates and more
43
Express Seller Toolkit
 Images, Copy blocks, Flyers, Brochures, BP
Emblems and more. Visit the Toolkit
NEW – Express Advertising
 New look and feel for print and interactive
advertising to launch in Q4
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Increase Sales with Effective Tools
IBM Express Selector Plus Tool
Configure and Sell with Confidence Every Time
 View product specifications and price, featuring Sell
More Blue Grid pricing – your best competitive price
 Find and build a validated system by family, business
use, competitive comparison or technical specification
 Check Distributor stock availability.
 View comparisons with HP and Dell products.
 Obtain the latest on promotions and incentives.
 Get Started: Simply visit the Express Selector Plus
website where you can quickly apply for access to the
tool.
44
Systems Consolidation Evaluation Tool
What’s the ROI?
Show clients in 10 minutes how to recoup their hardware
investment in 3 months and reduce overall IT costs by half
 Provides quick demonstrations of potential savings
 Demonstrates quantifiable savings on areas such as
HW costs, SW costs, power, and facilities.
 Allows you to quickly calculate Return on Investment
 Customer reports are available providing views on all
adjustable variables and corresponding results.
 Get Started: Visit https://roianalyst.alinean.com/stg/
to register for the System x & BladeCenter version of
the tool.
Quick and Easy Education
Must Have Resources
 Learn online and achieve IBM certifications
through IBM Systems Connect eXpert .
New! - Earn 150 KYI points for enrolling &
taking the overview module
 Program and Promotions Summary Guide
 PartnerWorld and ibm.com Web Navigation Cheat
Sheet and Express Portfolio Guides for US and CA
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
PartnerWorld Updates
45
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Selling to the CFO Education

In today’s rocky economy, business partners need to quickly learn to speak the language of the
CFO (chief financial officer).


IBM's Financial Selling Education Roadmap teaches vital financial sales skills
Courses include:
–
–
–
–
Mid-Market Made Simple – Selling to CFO’s Video.
Client Value Overview for Business Partners
Selling to the CFO. A stronger selling approach for remarkable times.
Financial Acumen: Basic Finance for Client Business Value
PartnerWorld University
Financial Selling Roadmap
46
Are you a sales professional enrolled in
Know Your IBM?
Then you can earn additional rewards for
Completing the Selling to the CFO Education.
Go to
www.ibm.com/partnerworld/knowyouribm
to learn more.
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Harness the Power of
A Business Partner Marketing Forum webcast on October 27
It's no wonder the verb "to google" was voted the most useful word of 2002 by the American Dialect
Society. The question is: how can your firm harness the power of the world's hottest search engine ?
Join the Business Partner Marketing Forum webcast on October 27, 2009 to hear guest speaker
Dennis Cardoso of Google explain how to benefit from Search Engine Marketing and best
practices for social media marketing.
Find out how you can:
Engage the power of Search
Embrace the world of Social media
Promote your firm in areas like Twitter, YouTube and professional forums
Tuesday, October 27, 2009 at noon ET. No registration required.
Audio dial-in: (800) 475-4945 or (773) 799-3307. Passcode: Google
Join the Web conference at www.sametimeunyte.com .
Select "Join a Meeting". Complete the "Meeting Login". Conference id: 3163634
Presentations will also be posted on day of call at www.ibm.com/partnerworld/marketingforum
Contact Claire Colle at ccolle@ca.ibm.com
47
© 2009 IBM Corporation
2009 Q4 Business Partner Sales Plays – 10/7/09
Act now to leverage PartnerRewards before time runs out!
Many business partners still have marketing funds available!
2009 Application Deadline: November 13, 2009

Up to $3K in PartnerRewards funding can now be used for Marketing planning and consultation services
– Great use of PartnerRewards funding after November… KICKSTART 2010 by building a solid marketing plan!

Tie into IBM Q4 Sales Plays to execute Powerful Multi-tactic, Multi-touch Campaigns
– Dynamic Infrastructure Sales Play- Leverage Sales Portal/Quick Proposal/ Sales Education
• (Need help? Anne Peck apeck@us.ibm.com)

Leverage IBM Approved Marketing Agency successes with PartnerRewards
– Covente Vis-a-Byte campaigns
– Telemarketing campaigns to boost event registrations
– Better leverage your website with Search Engine Optimization
– Extend your BPIC events with PartnerRewards funding

Leverage existing IBM Programs
– Leverage Campaign Designer to simplify, speed marketing execution and extend your overall marketing funds
– Couple your campaign tactics with High Volume Express Seller
Contact: Kim Johnson, 630-568-7070, kajohns@us.ibm.com
IBM Channel Communications Letter #: CC0901-008
Check your funds availability and submit your application: http://www.ibm.com/partnerworld/cofundedmarketing
48
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Get Your Message Out with Co-Marketing offers from IBM

STG PartnerRewards Marketing Funding - $10K in marketing funding available
(no matching funds required) (expires Nov 13, 2009)
– NEW for 2009: $3K can be used for Marketing planning and consulting services
– Eligibility based on qualifying Q42007-Q32008 revenue attainment for Power Systems (i, p), System x and Storage
revenue of $100K or more.
– Contact Kim Johnson
630-568-7070, kajohns@us.ibm.com
– IBM Announcement Letter # CC0901-008 http://www.ibm.com/partnerworld/cofundedmarketing

STG PartnerRewards Entry Level Marketing Funding – $5K in marketing funding available
(no matching funds required) (expires 11/13/09)
– $3K can be used for Marketing planning and consulting services
– Eligibility based on qualifying Q42007-Q32008 revenue attainment of $25K - $100K
– Contact Kim Johnson
630-568-7070, kajohns@us.ibm.com
– IBM Announcement Letter # CC0901-008 http://www.ibm.com/partnerworld/cofundedmarketing

SWG Co-Funded Marketing - Earn up to $10K – matching BP funds required (quarterly application deadline: 12/4/09)
– SWG nominates Business Partners who meet specific criteria based on SWG sales results, strength of the proposed
marketing plan and past performance on marketing activities
– Top performing BP’s who act early, show results and have a solid plan to do more may be granted additional funds on a
first com first served basis.
– Contact Lyndsay Dowd
781-620-1249, lyndsay_dowd@us.ibm.com
– http://www.ibm.com/partnerworld/cofundedmarketing

Campaign Designer Express Seller Flash Co-Marketing Incentive
(Re-announced monthly. May be withdrawn at any time.)
– Order 50 – 2,000 of the monthly Express Seller Offer Templates AT NO CHARGE to you!
– https://www-304.ibm.com/jct01005c/partnerworld/mem/mkt/customize.html
49
© 2009 IBM Corporation
TOC
2009 Q4 Business Partner Sales Plays – 10/7/09
Keep In Touch and Stay Informed with
IBM Business Partner Communications
Four communications vehicles you need to know about:
What is it?
How does it help me?
When is it available?
Where do I get it?
Business Partner
Weekly Update
e-mail*
Contents tailored to your interest
areas, defined by you in the
PartnerWorld Profile System (PPS).
Contains key Hardware and
Software news published on
PartnerWorld during the previous
week – includes Channel
Communication Letter notification.
Each Monday
Sent from IBM
PartnerWorld North
America.
(Be sure to unblock mail
from pwcs@us.ibm.com)
and update your profile
in PPS.
Quarterly Sales
Playbook
Provides a cross-brand detailed
compilation of marketing programs
and advertising campaigns,
announcements, education, Web
sites, tools, and upcoming events.
Quarterly
BP Advantage Newsline
Call – 1st call of each
quarter.
Business Partner
Weekly Update e-mail
notification provides links
to the Quarterly Sales
Play and Speed Sheets
in PartnerWorld
-and -
Bi-weekly
Speed Sheets
Complements the Quarterly Sales
Plays with new and modified
incentives, offers and promotions.
BP Advantage
Newsline Call
Presents product and program
content to help you drive sales.
Monthly –1st Wednesday
Business Partner
Weekly Update e-mail
notification
BP Marketing
Forum Calls
Presents marketing tools and
programs/plays.
Periodic. Prior call materials
and replays available on the
web site.
Business Partner
Weekly Update e-mail
notification – sent to
those who select
“marketing” as their
interest area.
*e-mail addresses for the Business Partner Weekly Update are pulled from the PartnerWorld Profiling System (PPS)
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2009 Q4 Business Partner Sales Plays – 10/7/09
Receive resources geared to your interests
Your profile in IBM's PartnerWorld
Profiling System (PPS) determines:
– What customized news
IBM PartnerWorld North
America sends to you.
NEW: Reminders from PartnerWorld
will help you keep your profile current.
E-mail reminder
– Your company's eligibility
to receive leads from
IBM; and
9 months since last
update
Receive less mail from IBM. Update your
PartnerWorld profile today.
E-mail sent from IBM
PartnerWorld North
America
PartnerWorld
As an IBM Business Partner, it is important
for you to have an accurate profile in IBM's
PartnerWorld Profiling System ...
Pop-up reminder on IBM
PartnerWorld web site*
– Your access to entitled
IBM benefits and
resources on
PartnerWorld
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9 months since last update
w/ option to suppress for 1
week
12 months since last update
*Projected implementation
1Q2010
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2009 Q4 Business Partner Sales Plays – 10/7/09
Update your Personal PartnerWorld Profile
Receive pertinent Business Partner communications from IBM and have the appropriate
leads passed on to you.
Go to the PartnerWorld Profiling System (PPS)*.
– Access your profile under “Employee Profile”, “Update your personal
information”
– Under “General information”, select at least one job function
– Under "Communications preferences" choose "yes" to opt in to receive email from IBM; and
•
Under "Interest areas and newsletter subscription preferences",
select your areas of interest. Be sure to select the IBM brands that
you sell or support.
– Under “Skills and certifications” be sure to update your skills, industry
and product expertise. Updating this information will help the IBM sales
teams pass appropriate leads to you.
For assistance, contact PartnerWorld Contact Services at 1-800-426-9990.
*Hotlink to PPS works in “slide show view” or copy and paste the following
url to your browser:
https://www-304.ibm.com/jct01004c/partnerworld/partnertools/profiles.wss
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