Americas Channel Marketing
4Q08 Americas Software Channel Cookbook
Channel Sales & Marketing Plays
Driving IBM Software Revenue with our Business Partners…
© 2008 IBM Corporation
AG Software Channel Marketing
Software Channel Cookbook Contents
i.
Business Partner Incentives and End-User Promotions
page 3
ii.
2008 IBM Marketing Programs
page 4
iii. Q4 Program and Brand Channel Activities:
 Leveraging Information / Information Management page 9
 Empowering People / Lotus
page 12
 Effective Software Delivery / Rational
page 15
 Managing Business Infrastructure / Tivoli
page 20
 Enabling Business Flexibility / Websphere
page 26
 Midmarket: A Software Perspective Cross-Brand
page 33
iv. Software Co-funding
page 31
v.
IBM Business Partner Communications
page 40
vi. IBM PartnerWorld Key Links and Resources
page 41
vii. Key Americas Channel Marketing Contacts
page 42
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Business Partner Incentives and End-User Promotions

IBM Rational Business Partner Incentive for General Business (Expires 10/20/08)
► Announcement # 508-568

Collaborative Enterprise Modeling with IBM WebSphere Business Modeler
Promotion (Expires 10/31/08)
► Announcement # 508-571

IBM WebSphere Virtual Enterprise Promotion (Expires 11/30/08)
► Announcement # 508-631

IBM WebSphere MQ messaging implementation services Promotion
(Expires 12/31/08)
► Announcement # 508-610

IBM Tivoli Provisioning Manager Promotion (Expires 12/31/08)
► Announcement # 508-648

IBM Rational AppScan and Web Based Training rebate Promotion
(Expires 12/31/08)
► Announcement # 508-595

IBM System Storage and Tivoli Information Infrastructure Business Partner Sales
Incentive (Invoices must have a date of on or after 05/20/08)
► Announcement # 508-569
All Business Partner Incentives Here and End-User Promotions Here
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
IBM Marketing Programs Objectives
Simplify and streamline
 Create overall marketplace awareness and generate demand
 Match clients’ pain points to our portfolio
 Tiered by customer audience to meet unique client needs
 Enable cross-IBM opportunity
 Designed from market management work identifying largest IT opportunities
 Built with messaging that speaks directly to customer needs
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
2008 IBM Marketing Programs
Innovation Agenda – Innovation that Matters
Audience
Enabling Research
& Development
Innovation
Tiering: Core, Invest, Acquire
CxO /
LOB
LOB Program
Mid
Enabling PLM
Market
CIO
CIO Program
IT Manager
Leveraging
Information
Enabling
Business
Flexibility
Build on Blue
Optimizing IT
Managing
Business
Infrastructure
Empowering
People
Leveraging
Middleware
Investments
Move Up to IBM
Practitioner
IT Buyer
Effective Software Delivery
Large Enterprise > 1000 employees
Mid Market Enterprises 100-999
employees
New approach to deliver cross brand marketing programs
aligned to client audiences and client needs.
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
2008 IBM Marketing Programs
Innovation Agenda – Innovation that Matters
Audience
Enabling Research
& Development
Innovation
Tiering: Core, Invest, Acquire
CxO /
LOB
Mid Market
LOB Program
Data
Enabling PLM
Lotus
Rational
CIO
CIO Program
Tivoli
IT Manager
Practitioner
IT Buyer
Data
WebSphere
Leveraging
Information
Enabling Business
Flexibility
Build on Blue
Optimizing IT
Tivoli
Lotus
Managing Business
Infrastructure
Empowering
People
Leveraging
Middleware
Investments
Move Up to IBM
Rational
WebSphere
Effective Software Delivery
Large Enterprise > 1000 employees
Mid Market Enterprises 100-999
employees
New approach to deliver cross brand marketing programs
aligned to client audiences and client needs.
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
What’s in it for you?
Accelerate Your Growth.
 Leverage the IBM investment in market research, messaging, and
market awareness to reach new markets. Build upon it.
 Boost your local demand generation efforts with integrated set of
materials, events, webcasts, offers.
 Access a team committed to your success at each stage, ready to
provide program enablement and support.
 Be part of an integrated marketing initiative.
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Be Part of An Integrated Marketing Initiative
Marketing Awareness
Program Sales Enablement
Direct Marketing Assets
Worldwide Webcast Series
Worldwide Events and Announcements
Customer and BP Collateral and Offers
Program Web Presence on ibm.com
Q408 Marketing Priorities
© 2008 IBM Corporation
Q4/Q1
AG Software Channel Marketing
2008 LI Program – Program Profiles, SFAs & Topics
Program Structure: Q4/Q1
Program Profiles
Solution Focus Areas
Topics
 Unlocking the Business Value of Information
Leverage IOD
 Leveraging Your Industry-specific Information Agenda
Data Servers
Information OnReliable
Demand
 Reducing Energy & Resource Utilization with Green Information
On Demand
 Lower the Cost of Data (“Ask Me How”)
Data Management Innovations  Innovate to Accelerate Use of Data
 Extend Your Data Server Value (“Rev Up”)
Enterprise Data
Management
Integrated Data Management
Information On Demand for
Enterprise Applications
 Managing Data Throughout Its Lifetime
 Enhancing Business Value with Data Governance
 Upgrading or Expanding SAP ERP
 Leveraging IOD for Enterprise Applications
 Leveraging Enterprise Content
Enterprise Content
Management
Trusted Business
Information
Content-based Business
Transformation
 Optimizing Content-centric Processes
 Managing Content for Compliance
 Extending ECM for Maximum ROI
Data Warehousing for
Business Insight
 Quick-start Data Warehousing
Master Data Management
 Single View of Your Enterprise
Trusted Information Platform
Q408 Marketing Priorities
 Advanced Data Warehousing
 Application Consolidation
 Enterprise Data Qualithy
© 2008 IBM Corporation
AG Software Channel Marketing
Leveraging Information
IBM Information On Demand 2008
Target Audience

IT Managers & staff, medium & large
enterprises, all industries
IBM IOD 2008 Global Conference
October 26-31, 2008
Mandalay Bay Hotel, Las Vegas, Nevada
What’s in it for you

$159B opportunity, $101B Services, $34B Software,
$24B Hardware

IBM “air cover” to generate awareness and leads:
Events, Tele, Webcasts, web coverage, and more.

Comprehensive Playbooks for demand generation

Incremental activity driven by VADs for T2 partners

IBM Tele via SWAC for qualifying Partners

SWG Co-funds available
ibm.com/events/InformationOnDemand
Key Channel Focus Areas

–Optimal Warehouse Deployment

What’s in it for your customers
 Deliver trusted information to people, processes
and applications
 Ability to build a flexible, resilient, high-performance
information infrastructure
 Cost-effectively manage critical information and
leverage its business value throughout its lifecycle
Q408 Marketing Priorities
Ready to go Balanced Warehouse
Reliable Data and Content Servers
–IDS Cheetah: The Next Generation of
Informix Dynamic Server

Information Server
–Information Server Blade

Archiving and Retention
–E-mail archive bundle & pre-load
© 2008 IBM Corporation
AG Software Channel Marketing
Leveraging Information Summary
Q4 Marketing Priorities (Events and Education):
 Optimize Business Performance With Information
–
–
–
–
(formerly IOD Comes to You)
Opportunity for Business Partners to showcase their solutions
Hear the IOD Conference messaging delivered in Las Vegas October 26-31, 2008
4 Locations: Portland, OR (10/7), NYC (tbd), LA (tbd), Seattle, WA (tbd)
Nominations via your IBM Channel Rep or Chuck Sicard
 IOD “Campaign in a Box”
 IBM Information On Demand 2008 Annual Conference
– General Website:
– Sponsor and Exhibiting Details:
– Business Development Day (Sunday, October 26)
 Information Agenda
– …a roadmap that leads to Information On Demand
 IBM FileNet P8 API Workshop (technical)
− September 30 – October 3, Chicago, IL
 IBM Optim Solutions Bootcamp
Sales Plays and Offers:
 Playbooks Partners can leverage
– Information on Demand
– IDS 11
– E-mail archive
– Balanced Warehouse
– Information Server
– Optim (coming soon)
 Sales and Marketing Tools by
Segment
– IBM Data Management
– Data Warehousing and BI
– Database Tools
– Enterprise Content Management
– Information Platform & Solutions
Teaming With Business Partners
Information Management
Partner Portal
– September 30 – October 3, Toronto, Canada
 Information Management Top Gun (5-day)
– October 6-10, Dallas, TX
 Information Management Navigator Class (online series)
– November 11-13, At Your Desk
 You Pass We Pay (YPWP)
Q408 Marketing Priorities
Leveraging Information
Channel Marketing Contact
Chuck Sicard
csicard@us.ibm.com
© 2008 IBM Corporation
AG Software Channel Marketing
75% of CEOs indicate that collaboration
is important to innovation
Empowering People
CEOs: sources of new ideas and innovation
Target Audience
Employees
Business partners
(general population)
Research and
development (internal)
Clients
 IT Managers and staff, medium & large
enterprises, all industries
Consultants
Sales or service units
Competitors
What’s in it for Business Partners
Other
Associations, trade groups,
conference boards
Think tanks
Academia
 Tap into the $43B market for solutions that
empower people
 Provide market-leading solutions that address
your customer executives’ top concerns
 Earn more revenue and profit; include software,
hardware, services and support
 Leverage our messages, tactics and offers to
optimize your demand generation efforts
Key Focus Areas
 Driving Business with Portals
 Collaboration without Boundaries
Q408 Marketing Priorities
45%
35%
25%
15%
Internet, blogs, bulletin boards
5%
5%
15%
25%
35%
45%
IBM Institute for Business Value. CEO Study 2006
What’s in it for your customers




Capabilities they need to create more value for the organization
Faster access to action-oriented information
Tools that make collaboration easier and more straightforward
Communications capabilities that allow people to work when,
where & how they choose, without sacrificing security or
productivity.
Key Business Partner Tactics
1.
2.
3.
4.
Lotus Special Initiative for the PartnerWorld Industry Networks
BP Event-in-a-Box: “Accelerate Your Innovative Business
Portal Solutions”
Collaborate -- Faster, Better. Now
Enhance Your Collaboration Power with IBM To Improve Your
Microsoft Investments
© 2008 IBM Corporation
AG Software Channel Marketing
Empowering People Summary
Q4 Priorities:
Q4 Sales Kits:
 Collaborate to Innovate
Collaboration:
– IBM Led: Lotus Collaboration Events:
• Chicago
October 2nd
• New York
October
• San Fran
October 21st
• Toronto
October 22nd
Host your own Lotus Collaboration Event!
launch@us.ibm.com
7th
 IBM Lotus Foundations Start Version 1.0
 WebSphere Portal Business Partner Progression Kit
for the Enabling Business Flexibility Program
 Lotus Competitive Information Kit
 Accelerate the speed of business. Rapid decisions.
C2I-aligned
 Boost your employees' contribution to the bottom line
Portal:
 Increasing SMB productivity with Lotus Sametime
– Portal Upick program
Customizable email templates:
• IBM Websphere Portal
• IBM Websphere Portal Express
• IBM Websphere Dashboard Framework
• IBM Websphere Content Management
– The Portal Technical Conference:
• Oct 13 - Oct 16 Nashville, Tennessee
• Oct 12 - NEW Business Partner Day
Host your own Portal Event!
Q408 Marketing Priorities
 Advanced Messaging & Collaboration with NEW Lotus
Notes & Domino 8
Lotus Channel Marketing
Pam Sharma/Cambridge
pam_sharma@us.ibm.com
Empowering People web page
Lotus web page
© 2008 IBM Corporation
AG Software Channel Marketing
Q4 2008 Packaged Business Partner Prospecting Plays: Live on PartnerWorld
BP Dashboards on PartnerWorld
New/Updated
 Centralize business applications through an integrated browser environment
 Advanced Messaging & Collaboration with NEW Lotus Notes & Domino 8
 Accelerate the speed of business. Rapid decisions. C2I-aligned
 Increase Operational Efficiency with Team Collaboration Selling IBM Lotus Quickr
Still available
 Lotus Sametime 8
 WebSphere Portal Version 6.0
 Selling IBM Lotus Connections
 Selling IBM Lotus Forms 3.0
 Selling Lotus Forms Express 3.0
 Selling Lotus Domino Express 8
 Lotus Complete Messaging Express Starter Pack and Lotus Complete Collaboration Express Starter
Pack
 Selling Lotus Notes & Domino 8
 Selling WebSphere Portal Express Version 6.0 into SMB
 Workplace Web Content Management:
 Winning in Whitespace with Collaboration
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Q4’08 Effective Software Delivery
Value Proposition
Effective Software Delivery is
targeted to Practitioners
(developers/testers/project
managers/dbas/architects/engineers)
that work in small (SMB – Mid
Market) to large enterprise accounts
who need to work successfully and
independently on their individual
tasks and also collaborate effectively
with all members of a development
team, from project definition to
deployment. IBM offers immediate
value to business partners offering
well integrated, modular and
comprehensive solutions to Business
Partners.
Q408 Marketing Priorities
Lifecyle Tools Opportunity 5.8 B '06-10 CGR 3.6%
Analysis Design & Construction
2.48;
2.9%
Automated Software Quality 1.19
3.9%
Opportunity
Software
ConfigurationStatements
Mgmt 1.18
2.5%
Project & Portfolio Mgmt
.76
8.7%
In addition to the core opportunity above, there are a number of high-growth
incremental opportunities:
Packaged Application Deployment Support: 1b;
6% CGR
Embedded Systems Development
700m
11.3%
CGR
Requirements Mgmt
160m
8%
Services Mgmt
98.6m
unknown
© 2008 IBM Corporation
AG Software Channel Marketing
Q4’08 Effective Software Delivery
2008 Effective Software Delivery Program Architecture
( development managers & executives, project/PMO, Enterprise architects, IT Managers,
security
New
program
layout
for 2008
officer/analyst, software delivery executives )
Industry Vertical
 Agile & Process Excellence
 Complex Systems Development
 Web 2.0 Enabled Applications
 Collaborative App Lifecycle Management (GDD)
 Enterprise Modernization
 Securing Your Applications
Software Architects
Business Analysts,
Project Mgrs and DBAs
Developers & Engineers
Config & Build Mgrs
Testers & QA Mgrs
Evolving your
architecture
Delivering on
requirements
Enabling development
productivity
Managing change
and delivery
Ensuring lifecycle
quality
Support the evolving
needs of the business
w/ sound architectural
design & asset
governance
Capture, define and
manage,monitor
requirements
throughout the
lifecycle to excel in
meeting client needs
Empower developers
to expand their skills &
effectiveness in
delivering projects with
quality and on-time
Define and optimize a
reliable & secure team
approach to managing
change in the software
delivery process
Consistently managing
quality & compliance
throughout the
software delivery &
development lifecycle
 Rational Change &
Release Management
 Rational Quality
Management including
Security & Compliance
 Rational Architecture
Management
 Websphere Business
Process Modeling
 Information Management
Data Architecture
 Rational Requirements
Management
 Rational Architecture &
construction (ETC)
 Rational Change
& Release Management
 Rational Systems
Development
 Rational Process
& Portfolio Management
 Information on Demand
 Lotus application &
portal development
 Information On demand
 Rational Quality
Management
 Tivoli Service Management
Online Software Development Communities
And Other Virtual Worlds!
 Rational Change
& Release Management
 Tivoli Monitoring
IBM Business Partner Ecosystem
Practitioner Entry Points
Solution Entry Points
Key Decision Makers / Senior Influencers
ibm.com
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Q4’08 Effective Software Delivery Channel Plays for Geo Leads
Primary Software Offerings
( development managers & executives, project/PMO, Enterprise architects, IT Managers,
security
New
program
layout
for 2008
officer/analyst, software delivery executives )
Industry Vertical
 Agile & Process Excellence
 Complex Systems Development
 Web 2.0 Enabled Applications
 Collaborative App Lifecycle Management (GDD)
 Enterprise Modernization
 Securing Your Applications
Software Architects
Business Analysts,
Project Mgrs and DBAs
Developers & Engineers
Config & Build Mgrs
Testers & QA Mgrs
Evolving your
architecture
Delivering on
requirements
Enabling development
productivity
Managing change
and delivery
Ensuring lifecycle
quality
Support the evolving
needs of the business
w/ sound architectural
design & asset
governance
Capture, define and
manage,monitor
requirements
throughout the
lifecycle to excel in
meeting client needs
Empower developers
to expand their skills &
effectiveness in
delivering projects with
quality and on-time
Define and optimize a
reliable & secure team
approach to managing
change in the software
delivery process
Consistently managing
quality & compliance
throughout the
software delivery &
development lifecycle
 Rational Change &
Release Management
 Rational Quality
Management including
Security & Compliance
 Rational Architecture
Management
 Websphere Business
Process Modeling
 Information Management
Data Architecture
 Rational Requirements
Management
 Rational Architecture &
construction (ETC)
 Rational Change
& Release Management
 Rational Systems
Development
 Rational Process
& Portfolio Management
 Information on Demand
 Lotus application &
portal development
 Information On demand
 Rational Quality
Management
 Tivoli Service Management
Online Software Development Communities
And Other Virtual Worlds!
 Rational Change
& Release Management
 Tivoli Monitoring
IBM Business Partner Ecosystem
Practitioner Entry Points
Solution Entry Points
Key Decision Makers / Senior Influencers
ibm.com
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Effective Software Delivery
Target Audience

IT Practitioner: Developers, Tester, Software
Architect, Database administrator

Development Managers, Executives, Project/QA
Manager, Engineering Manager
What’s in it for you

Path to up-sell more software and services

Way to differentiate yourself and IBM from key
competitors with point product solutions

Provide Market leading solutions to address:
Architecture & Construction, Change and Release
Management, Process and Portfolio Management
and Systems Development Solutions
Key Focus Areas

Rational Team Concert

AppScan

Telelogic

Enterprise Modernization
What’s in it for your customers

Enable developers to collaborate effectively with all
members of a development team, from project
design to implementation with Integrated Software
Lifecycle solutions

Establish best practices based on key open
standards, including Linux and Eclipse
Key Business Partner Tactics
1.
2.
Q408 Marketing Priorities
Ensuring Lifecycle Quality Sales- AppScan Web
Marketing
NEW! Developer Technology Day- Nov 18th!
© 2008 IBM Corporation
AG Software Channel Marketing
Effective Software Delivery
Rational Channel Marketing
Amanda Travis/Austin
amandatravis@us.ibm.com
Q4 Marketing Focus Areas:
 Rational Software Comes to You
Best practices & check lists
– Rich, compelling content
– Web HTML, Direct Mail Templates
– Event Day Kit: Giveways, signage, collateral
 Developer Technology Day
– Federal focused event in DC on Nov 18th!
 Rational Business Partner Playbooks
– End to end marketing campaign; campaign in a box
Sales Plays:


 Rational Ensemble BP Community
– An open community for Business Partners to align
with Jazz, build skills, and drive revenue
 Web Marketing
– E-marketing- whitepapers, podcasts, webcasts
through CM Crossroads, Dr. Dobbs, etc.
 Enablement
– AppScan enablement events offered throughout
quarter


 Sales and Marketing Playbooks
Rational Business Partner incentive for General Business
Business Partners can receive an incentive payment if their
End User*, identified as a General Business Mid-Market or
General Business Large Enterprise customer, acquires
selected eligible new IBM Rational® testing software licenses.
(expires Oct 20, 2008)
TeleLogic DOORS for Complex IT
Telelogic DOORS, the world's leading Requirements
Management solution, helps you deliver quality by optimizing
requirements communication, collaboration, and verification
across the enterprise.
2008 Watchfire- OI to Close Challenge
Identify new Watchfire opportunities and close Watchfire
licenses by Dec 30, 2008.
Rational Business Partner Portal
www.ibm.com/software/rational/partners/
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
G&RM New Program Name & 4Q/1Q 2009 Updated Program Profiles
2Q / 3Q Program Profiles NEW Program Name
Service Management
Visibility, control & automation
across the service lifecycle to
achieve business objectives
Security
Expertise and solutions that
help you maintain a strong
security posture
Business Resilience
Ensure your company’s
data and resources are
always available
Enterprise Asset
Management
Manage Business & IT assets
Q408 Marketing Priorities
Managing
Business
Infrastructure
Enabling companies
to deliver quality
service that is
effectively managed,
continuous and
secure for their
users, customers and
partners
4Q/1Q Program Profiles
Operations Management & Systems
Administration
Security Management
Business Continuity and Recovery
Plant & Facilities Management
Network & Service Operations Mgmt for
Service Providers
© 2008 IBM Corporation
AG Software Channel Marketing
Program Overview – 4Q/1Q Channel BP Sales Plays
Program Name
Program Profiles
Channel BP Sales Plays
 Displace Help Desk with Tivoli Service Request Manager
Managing
Business
Infrastructure
Operations
Management &
Systems
Administration
Enabling
companies to
deliver quality
service that is
effectively
managed,
continuous and
secure for their
users,
customers and
partners
Security Management
 Automating Server Desired State Management
 Effectively Monitor Microsoft Applications with Tivoli
 Enhanced Application Performance (z)
 Green Data Center *
 Facilitate Security & Audit Regulation Adherence with PCI Compliance
 Security for General Business Enterprise (SMB)
 Add Muscle to your universal Master Console
Business Continuity
and Recovery
 Comprehensive Data Protection for Standalone or Remote Offices
 Backup and Recovery in VMWare environments with TSM
 Green Data Center *
Plant & Facilities
Management
 Provide Enterprise Asset Mgmt to Small - Midsized Organizations
 Green Data Center *
 Service Availability & Performance
Network & Service
Operations Mgmt for
Service Providers
Q408 Marketing Priorities
 Green Data Center *
© 2008 IBM Corporation
AG Software Channel Marketing
Simplifying the Tivoli Message for General Business-LE
GB-LE Entry
Points
Data Backup and
Recovery
Systems Management and
Automation
 Automate mundane
manual tasks
 Identity problems
quickly
 Protect existing IT
investments
 Application availability
 Improvement Initiatives
 Help Desk or support for
customer & employees
GB-LE Client
Pain Points
Tivoli GB-LE
Products
Top Tivoli GB-LE
Automation Products
Delivering the GBLE Solution
Criteria





Data/Information loss
Availability Issues
Patch Management
Disaster Recovery
Changing Business
Requirements
 Compliance and legal
requirements
Top Tivoli GB-LE Storage
Products
Asset Protection and
Security







Identity Management
Access Management
Information Protection
Infrastructure Security
Regulatory Compliance
Recent security breach
Major business change
Top Tivoli GB-LE Security
Products
 Solves a specific business need
 Ease of deployment and management
 Reduce operational maintenance burden
 Affordably priced, with fast ROI
 Reliable and dependable
 Tailored to company size & growth
Q408 Marketing Priorities
 Access to experienced, skilled solutions
providers worldwide
© 2008 IBM Corporation
AG Software Channel Marketing
The GB-LE Solutions: Top Tivoli Product Portfolio*
Top Tivoli GB Automation
Products
 IBM Tivoli Workload Scheduler
Top Tivoli GB Storage
Products
 IBM Tivoli Storage Manager Family
 IBM Tivoli Provisioning Manager Family
 IBM TSM Fast Back
 IBM Tivoli Composite Application Family
 IBM Tivoli Continuous Data Protection for Files
 IBM Tivoli System Automation Family
 IBM TotalStorage Productivity Center
 IBM Tivoli OMEGAMON XE
 IBM Tivoli Netcool/OMNIbus
 IBM Tivoli Monitoring Family
Top Tivoli GB Security
Products
 IBM Tivoli Network Manager Entry Edition
 IBM Tivoli Enterprise Asset Management
 IBM Tivoli Identity Manager Family
 IBM Tivoli Asset Management for IT
 IBM Tivoli Consul Insight Manager
 IBM Tivoli Service Request Manager
 IBM Tivoli Access Manager Family
* Includes Tivoli Express Portfolio
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
IBM Managing Business Infrastructure
Target Audience
What’s in it for your clients
 IT Managers & staff, medium & large enterprises,
all industries
 By maximizing the value from current IT
investments and integrating IT strategy with
business goals – IBM Business Partners can now
help their clients achieve greater organization
performance, organization resilience and
organization compliance.
 Help your clients align technology investments to
business objectives and demonstrate the proven
value of IT operations in driving business growth.
 Build business value through improved levels of
service quality, reliability, security and compliance
to regulations.
What’s in it for you
 An IBM wide Go-to Market marketing program
that addresses customer needs around business
resiliency, security and service management.
 Leverage this program and its marketing assets
for your own demand generation, awareness
tactics and enablement deliverables
 Significant Market Opportunity that represents
$39B increasing to $55B by 2010. $38B
Services; $7B Software; $10B Hardware
Key Focus Areas
 Service Management
Key Business Partner Tactics
 Using materials from one of the partner playbooks
and Campaign Designer, run a campaign targeting
a purchased list. Build your prospect database
while uncovering Tivoli opportunities! (Use comarketing dollars and IBM will pay half!)
 Security
 Business Resiliency
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Tivoli Software
Tivoli Channel Marketing | Sue Ewig | sewig@us.ibm.com
It’s all on the…
Tivoli Knowledge Center
www.ibm.com/software/tivoli/partners
Tivoli Q4 Channel Sales Plays
Automation
–Displace Help Desk with Tivoli Service Request Manager
–Effectively Monitor Microsoft Applications with Tivoli
–Automating Server Desired State Management
–Enhanced Application Performance (z)
–Green Data Center
–Provide Enterprise Asset Management to Small & Midsized
Organizations
–Service Availability & Performance
Security
–Facilitate Security & Audit Regulation Adherence with PCI
Compliance
–Security for General Business Enterprise (SMB)
Storage
–Backup and Recovery in VMware Environments with TSM
–Set it & Forget it – Automated Storage Provisioning
–Add Muscle to your Universal Master Console
–Comprehensive Data Protection for Standalone or Remote
Offices
Q408 Marketing Priorities
Sales Incentives
 BPs can receive a rebate for selling a qualifying new IBM storage
product and one or more eligible new Tivoli® storage software
licenses. (U.S. and Canada only)
 Announcement Letter #508-569
 TSM FastBack has been added to this incentive!
Cross-Selling
 Click here to get more information about selling Tivoli Software into
WebSphere accounts. (It’s all on the Tivoli Knowledge Center.)
Marketing Tools You Should Be Using
 New Partner Playbooks
– IBM Tivoli Provisioning Manager 5.1.1
– IBM Tivoli Storage Manager FastBack
– IBM Tivoli Storage Manager Add-On Products
 Campaign Designer
Customizable campaign material for 6 Tivoli Campaigns/Playbooks:
– Systems Mgmt & Automation – Managing Storage Growth
– Asset Security & Protection
– Security & Compliance Mgmt
– Data Backup & Recovery
– Next Gen Service Mgmt
© 2008 IBM Corporation
AG Software Channel Marketing
Enabling Business Flexibility: Summary of 4Q08/1Q09 changes
for Business Partner Channel Marketing

Product-specific Quick-start tactics
–

Addition of Fall Launch events & tactics
Some reconfiguration of profiles and solution focus areas
–
Governance moved to Smart SOA/Cross SOA profile, from SOA Health
–
Commerce moved to Business Process Flexibility profile, from Reuse & Connectivity

Continued integration of Process Integrity-related messaging throughout the program

Enhancements to EBF BP tactic detail webpages:
–
EBF Homepage in PartnerWorld
•
https://www-304.ibm.com/jct09002c/partnerworld/mem/mkt/mkt_programs_ebf.html
–
Promotion / incentive / rebate information included and updated as available
–
Refreshed ‘Business Partner Guide to the Enabling Business Flexibility Program’
–
For Quick-start tactics, a quick-search guide for finding potential target BPs in the
PartnerMap Mega View extract spreadsheet
–
Estimated BP investment (time and funding) needed, as well as estimated impact on BP
performance
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
EBF Program Design 4Q08/1Q09 - Business Partners
Enabling business flexibility requires approaches like Smart SOA.
The Smart SOA approach is about re-imagining what makes your business special. It’s about
differentiating your business through agility of your people, processes and information, in measurable
ways. It’s about meeting today's needs with basic SOA solutions and implementing them with room to
grow along industry-based roadmaps as your business needs evolve.
Enabling Business
Flexibility
4Q-1Q Program Profiles
4Q-1Q Solution Focus Areas (SFAs)
Smart SOA / Cross SOA
Business Agility with Smart SOA (Launch)
SOA
Entry
Points
Focus: SOA Entry Points
Enabling SOA environments with effective
leverage of people, process and information
People Entry Point and Web 2.0
Process Automation
Unlocking Business Information
Primary Roles
CIO, Enterprise Architect, CTO,
Solution Architect, SOA Program
Office, Business Analyst
SOA Governance
SOA for Industry
Business Process
Flexibility through SOA
BPM End to End
BAM as a Starting Point
Accelerate process improvement and
facilitate business innovation with Business
Process Management enabled by SOA
CIO, CTO, Business Analyst, LOB
Customer Centric Commerce
Your SOA Application Foundation
Application Deployment /
Reuse & Connectivity
Connecting your Applications and Services
Driving Reuse through Composite Apps
Extend the value of existing investments and
reduce development time, cost and risk
SOA Health
Quality of Service for SOA
Make sure your business and IT are fit enough and
your decision-rights framework is established and
enforced well enough to fully deliver the value of SOA.
SOA Healthcheck
Enterprise Architect, Solution
Architect, Application Program
Office, SOA Program Office,
CIO, Enterprise Architect, CTO,
Solution Architect, SOA Program
Office, Operations Mgmt
EBF Channel Tactic Codes - BP Driven: 108AU***
Q408 Marketing Priorities
Key focus in 4Q/1Q
© 2008 IBM Corporation
AG Software Channel Marketing
4Q-1Q EBF Program Transition
4Q-1Q Program Profiles
2Q-3Q Program Profiles
SmartProfiles
SOA
Program
Smart SOA / Cross SOA
Enabling business flexibility requires
approaches like Smart SOA.
Focus: SOA Entry Points
SOA Governance
Reuse & Connectivity
Extend the value of existing investments
and reduce development time, cost and risk
Removed
SFA
Application Deployment /
Reuse & Connectivity
Maximum Reuse for System i
•Your SOA Application Foundation
•Connecting your Applications and Services
•Driving Reuse through Composite Apps
Process Integrity
Assure reliability of processes, including
the ability to recover in the event of
failure of any aspect of the process
Process Integrity
removed
BPM Enabled by SOA
Business Process
Flexibility through SOA
Accelerate process improvement and
facilitate business innovation with Business
Process Management enabled by SOA
BPM End to End
BAM as a Starting Point
Customer Centric Commerce
Removed
Up Sell BPM from Competitive Modeler
SFA
SOA Health and Governance
Make sure your business and IT are fit
enough and your decision-rights framework
is established
and and
enforced
well enough to
SOA Health
Governance
fully deliver the value of SOA.
Removed
SFAs
SOA Health
•Quality of Service for SOA
Managing and Securing SOA Services
Empowering the “A” in SOA
EBF Channel MPID: 108AU
EBF Channel Tactic Codes - BP Driven: 108AU01D (VAD: 108AU02D, Agency Assisted / Activated: 108AU03D / 108AU04D)
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Focus your EBF efforts: High-priority BP tactics for 4Q08/1Q09
Tactic Name
Focus
BP Target
Additional
funding
Typical
Investment
(Time & $US)
Impact
Fall Launch Events (Smart SOA:
Getting Smarter in <<Your City> )
Run lead generation/closing
events with Smart SOA Fall
Launch content
RISVs/SIs, Core BPs/SPs
with expertise in one or
more core area of SOA
Co-marketing
12-14 weeks planning,
$2,000-8,000 USD
High - OI
Fall Launch Content Syndication
(Real World SOA Case Study Flash
Book, SOA EBook, SmartSOA
Channel WebSplash)
Develop & drive to interactive
Smart SOA sales &
enablement content on BP
hosted microsites
VADs, RISVs/SIs, Core
BPs/SPs with expertise in
one or more core area of
SOA
Co-marketing
12-14 weeks planning,
$2,000-8,000 USD
High – OI
and OO
WebSphere MQ Quick-start
(Possible Q3-Q4 WMQ 7.0
promotion pending approval)
Lead generation and
progression for WebSphere
MQ
BPs with WS MQ skills,
eligible for co-marketing
Co-marketing
2-6 weeks planning, 314 month sales cycle,
$1-5k
High – OI
and OO
WebSphere Virtual Enterprise
Quick-start (Possible Q3-Q4 WVE
promotion pending approval)
VADs recruit, enable and
drive lead generation - target
STG VMware resellers to
clothe their sales with WXD
virtualization capabilities.
STG BPs who resell
VMware and also know
WebSphere. VADs who
serve them.
VADs:
Business
Segment
Growth
VADs: 4 -6 week
planning, 4-6 month
execution, $5-8k
High - OI
WebSphere Application Server
Quick-start
Lead generation and
progression for WebSphere
Application Server v6.1 and
WAS Network Deployment
6.1 with Feature Packs
BPs with WAS skills,
eligible for co-marketing
Co-marketing
2-4 weeks planning, 2-9
month sales cycle, $15k
High – OI
and OO
WebSphere ESB Quick-start
Lead generation and
progression for WebSphere
Enterprise Service Bus
BPs with WESB skills,
eligible for co-marketing
Co-marketing
2-4 weeks planning, 2-9
month sales cycle, $15k
High – OI
and OO
WebSphere Commerce Quickstart
Lead generation and
progression for WebSphere
Commerce
BPs with WS Commerce
skills, eligible for comarketing
Co-marketing
2-6 weeks planning, 314 month sales cycle,
$1-5k
High – OI
and OO
BPs: comarketing
BPs: 2-6 weeks
enablement, 2-4 weeks
tactic planning, 2-9
month sales cycle
EBF Channel Tactic Codes - BP Driven: 108AU01D (VAD: 108AU02D, Agency Assisted / Activated: 108AU03D / 108AU04D)
© 2008 IBM Corporation
Q408 Marketing Priorities
AG Software Channel Marketing
4Q08/1Q09 BP Solution Focus Area Overview for EBF
Profile
BP Solution Focus Areas
Key Products
 Fall Launch Events & Smart SOA: Getting Smarter in
<<Your City> events
 Fall Launch / Smart SOA Content Syndication
(Real World SOA Case Study Flash Book, SOA
EBook, SmartSOA Channel WebSplash)
 Drive to IMPACT 2009
Crossprofile
Smart SOA
Focus:
SOA Entry
Points
Key Tactics




People Entry Point and Web 2.0
Process Automation
Unlocking Business Information
SOA Governance
 WebSphere: Process Server, WID, Business Monitor,
WSRR, WSRR-ALE, DataPower XML Security
Gateway XS40
 IM: IBM Information Server, DB2 9, MDM
 Lotus: Portal, Forms, ActiveInsight
 Rational: Asset Manager (RAM), Tester for SOA
Quality, Performance Tester for SOA Quality,
BuildForge, Team Concert, Rational Quality Manager
 Tivoli: Composite Application Mgr (ITCAM), CCMDB,
WBSF
 GBS: SGMM
 Drive to PWIN Information on Demand Community
 IBM Information Server Proof of Technology
Workshop
 Partner Playbook: Information Server
 U-Pick – WebSphere Portal Demand Gen.
 Lotusphere 2009 and Lotusphere Comes to You
 Rational Software Comes to You
Business
Process
Flexibility
through
SOA
 BPM End to End
 BAM as a Starting Point
 Customer Centric Commerce
 WebSphere: Business Modeler, Process Server,
Service Registry & Repository (WSRR), Business
Service Fabric (WBSF), Integration Developer (WID),
Business Monitor, Partner Gateway, WebSphere
Commerce (Express, Enterprise, and Professional)
 Lotus: Portal Server
 IM: Omnifind Content Discovery




Application
Deployment
/ Reuse &
Connectivity
 Your SOA Application Foundation
Connecting your Applications and
Services
 Driving Reuse through Composite Apps
 WebSphere: WebSphere ESB, Message Broker,
DataPower SOA Appliance, WebSphere MQ, WAS
6.1, WAS ND 6.1, WAS Feature Packs, WS sMash
 WebSphere MQ Quick-start
 WebSphere ESB Quick-start
 WebSphere App Server Quick-start
SOA Health
 Quality of Service for SOA
 WebSphere: WebSphere VE, DataPower XML
Security Gateway XS40
 Tivoli: ITCAM for SOA Platform, Dynamic Workload
Broker
 GTS: SOA Integration Services, Event Monitoring and
Management




WebSphere Commerce Quick-start
Upsell competitive Business Modeler
U-Pick – WebSphere Portal
“Accelerate Your Innovative Business Portal
Solutions” Event-In-A Box
WebSphere Virtual Enterprise Quick-start
Partner Playbook: Securing and Managing SOA
VAD Activation Kit: Securing and Managing SOA
Partner Playbook: Tivoli Composite Application
Manager Family
 Partner Playbook: Tivoli Workload Automation
Portfolio
EBF Channel Tactic Codes - BP Driven: 108AU01D (VAD: 108AU02D, Agency Assisted / Activated: 108AU03D / 108AU04D)
IBM Confidential
© 2008 IBM Corporation
Q408 Marketing Priorities
AG Software Channel Marketing
BP Enablement Tactics to Build for EBF Growth
 Smart SOA Social Network (S3N) to advance BP, Customer, Industry & Academic ecosystem
– Advance SOA agenda, accelerate SOA deployments
– Online SOA Exchange to build interest affinity, and skills in IBM SOA
 Leverage VAD Business Segment Growth Initiative approach for BP enablement, demand gen
in targeted areas (e.g., WebSphere XD, BPM)
 Drive BPs to use co-marketing funding for targeted tactics
 Drive to EBF enablement Webcast
 Drive to EBF PartnerWorld site
 Drive to Business Partner Guide to EBF
 Drive to self-enablement through VIC, EBF training tabs
 Identify BPs for growth into complementary products/brands (1+1=3)
– WebSphere Process Server + WebSphere Portal
– Message Broker/ESB -> WSRR, DataPower
– Reuse/connectivity -> SOA management/security
– WebSphere Portal -> WebSphere Process Manager, other BPM
– Reuse/Connectivity -> SOA Governance/Rational
– Reuse/Connectivity -> Tivoli Composite Application Manager (ITCAM)
 Leverage “Grow Your Business with IBM Software” tool
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
WebSphere Software
WebSphere Channel Marketing
Sandy Bickett/Charlotte
sbickett@us.ibm.com
Q4 Call To Action
1. Q4 focus products: WAS/WAS ND, ESB, Modeler, Commerce
Sales Plays and Offerings (cont.)
2. Fall Launch SMART SOA World Tour
Play 3: WebSphere BPM End to End
3. Smart SOA WIDGET
Value proposition: Process owners, strategic planners, Business
analysts who need to understand their process by modeling simulating
and analyzing without using development resources. Need to run
"scenario's to plan for resource utilization, costs and plan for the what
ifs", and need to implement those processes quickly and effectively.
Enablement
Play 4: WebSphere Commerce Quick-start
Value Proposition: Provide consistent, streamlined multi-channel
interactions -- no longer can your client’s online store—or any other
channel—operate as a stand-alone entity
Play 5: WebSphere XD Quick-Start
Value Proposition: Extended Deployment Version 6.1 delivers a high
performance, easily manageable and dynamically scalable
environment for distributed WebSphere applications that leverages the
principles and concepts of proven IBM systems.
Play 6: WebSphere MQ Quick Start
Value proposition: customers can recover their IT budgets by replacing
out-dated connectivity logic with a universal messaging backbone.
1.NEW! Dynamic Process Edition WDPE a new bundled offering pricing
advantages for our GB customers.
2. NEW! Web syndication of WebSphere product information
3. NEW! Business Partner Guide
4. NEW! WebSphere Business Events Product Sales Kit
5. BPTSE Sponsored Technical Education
Sales Plays and Offerings
Play 1: Next Step: Enable Mission Critical with ESB
Value Proposition: Reduce maintenance costs by reducing number of
interfaces, reusing existing assets thru out the company, at the same time
reducing the risk of changing IT systems and adding new services.
Play 2: WebSphere Application Server Revolution
Value Proposition: Senior IT Managers, Developers who need to integrate
heterogeneous application infrastructure into a single administrative
environment. Clients also looking to maintain a more stable release
environment as their companies are demanding quicker better faster
response to change.
Promotions
 NEW! WebSphere Business Modeler Rebate
(expires 10/31/08)
 Updated! WebSphere Application Server ND to WebSphere ESB
trade-up - Business Partners who have customers running
WebSphere Network Deployment should also check out the
WebSphere Application Server ND to WebSphere ESB trade up
 Extended! WPS-WID-Modeler pricing play being extended beyond
thru Q3.
 NEW! MQ Promotion For new customers (expires 12/31/08)
WebSphere Knowledge Center
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Midmarket Program Framework
Key Focus Areas
MMPF Channel Marketing
Doug Fiesel
dfiesel@us.ibm.com
Express Advantage Web Page

Business Partner Express Advantage Solutions Guide - Given the focus on cultivating clients in the high-growth midmarket segment, the attached electronic Express Advantage Guide is a must-have reference for access to offerings,
programs, incentives and web resources. The Guide contains hot linked tabs, page numbers and websites for easy access to
areas of interest for IBM Business Partners.

IBM Software Overview Guide for Midsized Businesses - software prescriptions for your IT pains

IBM worldwide study: inside the midmarket: a 2007 perspective

A Competitive View—Selling the IBM Express Middleware Portfolio - This sales guide is designed to help IBM & IBM
Business Partners win against the competition leading with IBM Express Middleware in the SMB space.

Mid-Market vs. Enterprise—Selling the IBM Express Middleware Portfolio - This guide is designed to help IBM Business
Partners identify opportunities in the mid-market and lead with Express products.

An Express Comparison—Selling the IBM Express Middleware Portfolio - This sales guide clarifies the differences
between the IBM Express Middleware Portfolio and Microsoft's recently released "Express" development tools.

Market intelligence and planning - Learn about current market opportunities and trends, and key resources for developing
and executing successful marketing plans and materials.

Built on IBM Express Advantage Offerings - The new Built on IBM Express Advantage Offerings initiative is designed to
help you take full advantage of IBM's significant marketing investment in the IBM Express Advantage Offerings and
differentiate your solutions and services offerings when selling to mid-sized businesses. You can now nominate your
solutions and services for the IBM-approved Built on IBM Express Advantage Offerings mark. This mark may only be used
with solutions that contain IBM Express Advantage Offerings that are specifically designed for mid-market clients and that
have been successfully implemented in a mid-sized client environment.
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Midmarket Program Framework
Q4 Websphere/SOA Sales Kits & Information:
MMPF Channel Marketing
Doug Fiesel
dfiesel@us.ibm.com
Express Advantage Web Page
 IBM WebSphere Application Server—Express
– Manages simple yet dynamic Web sites with a simplified
Web application server and a development environment.
 IBM WebSphere Business Integration Connect—
Express
– Allows SMB businesses to quickly implement a
connection with up to 5 partners' hubs and securely
exchange information, without the need for a complex
infrastructure.
 IBM WebSphere Commerce - Express, Version 6.0
– Designed to drive revenue, attract new shoppers, and
improve customer service for your clients.
 Upside research: building a business case for
Business Process Management (BPM) with SOA
 IBM customer success stories: how Service Oriented
Architecture (SOA) drives value for mid-market
customers – Success Stories
Q408 Marketing Priorities
Q4 Lotus Sales Kits & Information:
 Lotus Complete Messaging Express
Starter Pack and Lotus Complete
Collaboration Express Starter Pack
– Provide a fast, easy and inexpensive way for
small or mid-sized clients to enable people to
share, manage and organize information
more efficiently to help save time and money.
– Brochure: Jump-start business e-mail and
real-time collaboration with Express
starter packs
 IBM WebSphere Portal - Express
– Builds intranets and extranets that provide
portals which serve as a single point of
dynamic interaction throughout the business.
© 2008 IBM Corporation
AG Software Channel Marketing
Midmarket Program Framework
Q4 Tivoli Sales Kits & Information:
 IBM Tivoli Identity Manager Express
– Use IBM Tivoli Identity Manager Express V4.6 to help
mid-sized companies enhance IT security, facilitate
compliance, reduce IT administrative costs and
streamline their business processes.
 IBM Tivoli Monitoring Express
– Offers small and mid-sized businesses the tools to
manage bottlenecks, performance impacts and outages
from a single, centralized portal.
 IBM Tivoli Provisioning Manager Express for
Inventory 4.1
– Help your clients implement an efficient, low-cost,
lightweight inventory management solution that collects,
stores, and maintains hardware, software, and asset
information.
 IBM Tivoli Storage Manager Express
– Install this small-footprint backup and recovery product
designed for the small and medium business (SMB)
market space in less than an hour.
Q408 Marketing Priorities
MMPF Channel Marketing
Doug Fiesel
dfiesel@us.ibm.com
Express Advantage Web Page
Q4 Information Management Sales Kits &
Information:
 Leveraging Information Quick Guide
– This Quick Guide will provide you with a single
source of information such as;. key opportunity
identifiers like target audience, value proposition,
qualifying questions and much more all on a
single page! It also dircets you to the wealth of
marketing materials that have already been
developed for you to use in your sales and
marketing efforts with your own customers and
prospects
Q4 Rational Sales Kits & Information:
 Rational Build Forge Express Edition
– Offers a centralized build management solution
that automates manual steps and efforts to
improve quality, and reduce the time it takes to
deliver and release software. Your clients can
leverage existing tools, scripts, and utilities. Easy
to install and implement; supports a wide variety
of platforms and databases.
© 2008 IBM Corporation
AG Software Channel Marketing
Next Steps
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Use Software Co-funded Marketing!
www.ibm.com/partnerworld/cofundedmarketing
Develop Your Campaign
• Follow the easy, step-bystep PartnerWorld
process to develop and
execute campaign
tactics
Contact your co-funding
administrators at
cofunds@us.ibm.com if you
have questions
Q408 Marketing Priorities
4Q Co-funding Brand Tools
and Tactics Webcast Replay
Download Presentation
© 2008 IBM Corporation
AG Software Channel Marketing
Software Co-funding
Funding
Model
BP Driven
Description
Offers Business
Partners the
independence and
flexibility to implement
their own campaigns
with the resources of
their choice
Process
BP submits application : www.ibm.com/partnerworld/cofundedmarketing
BP receives email approval before execution
BP executes campaign
BP submits claim form
BP completes and submits validated leads via lead form
BP submits proof of performance documents
Upon approval IBM will reimburse up to 50% of total costs to the BP
BP updates lead status to closure
Agency
Assisted
Increases the speed to
market for many
Business Partners who
may not have the
resources or time to
execute Marketing
campaigns.
BP selects and consults with Marketing Center Vendor
BP submits application : www.ibm.com/partnerworld/cofundedmarketing
BP and Marketing Center Vendor receives email approval before execution
Marketing Center Vendor executes campaign on behalf of BP
Marketing Center Vendor completes and submits validated leads via lead form
BP pays Marketing Center Vendor directly 50% for invoiced services provided
BP updates lead status to closure
cofunds@us.ibm.com
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
Leverage Co-funding to execute Brand Program
Funding
Models
Effective
Software
Delivery
Empowering
People
Enabling
Business
Flexibility
Governance
& Risk
Management
Leveraging
Information
Mid-market
BP Driven
P
P
P
P
P
P
Agency
Assisted
P
P
P
P
P
P
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
IBM Business Partner Communications
 PW Newsletter & Email Updates
 Announcement Letters
 Speed Sheets
 Think Thursdays Calls (Monthly by Brand)
 Business Partner Monthly Newsline Call
 VAD Calls - Contact Kelly Keeton for more details
 Information On Demand Today Newsletter
 Teaming with Business Partners Newsletter
 IBM Rational Business Partner Update
 Tivoli Customer Publications
 Tivoli Top 10
 Tivoli VAD Quarterly Update
 IBM Maximo Business Partner Monthly News
 WebSphere and SOA Update for Business Partners
 SOA Newsletter
Q408 Marketing Priorities
© 2008 IBM Corporation
AG Software Channel Marketing
IBM PartnerWorld Key Links and Resources
Q408 Marketing Priorities

PartnerWorld Web site Home page

PartnerWorld Software Web Page

PartnerWorld Event Finder

IBM Marketing Programs

VAD Portal

IM Business Partner Portal

Lotus PartnerWorld Web Page

Rational Partner Portal

Tivoli Knowledge Center

WebSphere Knowledge Center

Web Content Syndication Tool

Grow Your Business with IBM Software

IBM Value Package

Software Value Incentive

IBM Software Acquisitions

IBM Virtual Innovation Center
© 2008 IBM Corporation
AG Software Channel Marketing
Key Americas Software Channel Marketing Contacts
Kristi Schaffner
Manager Americas SWG Channels Marketing
kristi_schaffner@us.ibm.com
Chuck Sicard
Amanda Travis
Sandy Bickett
IM Channel Marketing Manager
Rational Channel Marketing Manager
WebSphere Channel Marketing Manager
csicard@us.ibm.com
Pam Sharma
amandatravis@us.ibm.com
Sue Ewig
sbickett@us.ibm.com
Lotus Channel Marketing Manager
Tivoli Channel Marketing Manager
pam_sharma@us.ibm.com
sewig@us.ibm.com
Kelly Keeton
VAD Channel Marketing Manager
kkeeton@us.ibm.com
Kimberly Gilbert
Co-marketing Manager
kgilber@us.ibm.com
Q408 Marketing Priorities
Kelley Stoy
Channels Communications
Software Promotions Focal
kstoy@us.ibm.com
Lyndsay Dowd
Mid-Market
Channel Marketing Manager
lyndsay_dowd@us.ibm.com
Doug Fiesel
Mid-Market
Channel Marketing Manager
dfiesel@us.ibm.com
© 2008 IBM Corporation
AG Software Channel Marketing
Q408 Marketing Priorities
© 2008 IBM Corporation