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Boost IBM Solutions Sales Now: Launch A New, Effective Strategic Alliance Program

A Live ChannelCast From The Channel Company And KCM Solutions

Today’s Speakers

Ammar Mohammed Analytics and IM Leader

United States

KCM Solutions

Marc Songini ChannelCast Editor

Content Services Director

The Channel Company

Arnab Chakravarty Analytics Leader

Canada

KCM Solutions

Mustafa I Salih Strategic Alliance Sr. Manager

North and Central America

KCM Solutions

Solution Provider Market Challenges Today

Many traditional SPs face grim facts, such as:

• Business is volume-based

• Competition is fierce

• Margins are shrinking

• They are mere vendors to clients

• They’re not trusted business/technology counselors

• Being just a commodity provider is inadequate

• Market demands further differentiation

Customer IBM Solutions Demand

These SPs’ clients:

• Are live with existing IT/operational systems

• These systems generate huge data volumes

• Data largely go unharvested/unanalyzed

• Clients can’t derive insights into business operations/markets/customers

• Are willing to spend money on analytics

• But don’t know how to begin process

IBM $$ Opportunities

Business analytics/big data market is booming:

Source: IDC http://www.idc.com/getdoc.jsp?containerId=prUS41826116

$203b Size of worldwide big data/ analytics market by 2020

$130b Size of same market in 2016

11.7% Market CAGR 2016-2020

Yellow Brick Road To IBM Big Data

IBM partners want to:

• Relieve competitive pressure by expanding into higher-end market

• Retain customers and increase profits

• Sell software that is in the top rank for volume/capabilities/quality

• Compete against Microsoft, Oracle, SAP, etc.

• Become a strategic service provider

Gap Between SPs And IBM Analytics Success

“Business analysis, especially in today’s realm of big data, requires a high level of technical, data science and analytical expertise that many solution providers are unable to provide on their own. And yet many customers are asking for these capabilities so they can gain insights into their own business operations, their markets and their customers.”

— Rick Whiting, CRN Senior Editor, big data/business analytics

Bridging Solution Provider Success Rift

Your IBM analytics business partner should have:

• Vertical analytics/BI domain expertise

• Specially trained data scientists/consultants/salespeople

• Deep familiarity with big data/analytics solutions

• Incentives and resources for your staff

• A strong portfolio of successful implementations

Costly Analytics Buy In

Deployments complex, risky, and expensive, requiring:

• Integration to existing hardware/software platforms

• High degree of differentiation for each client

• Skilled project managers/solutions architects

• Subtle data classification/formatting

• Extensive change management

• Hiring of in-demand and costly business consultants

Fast Road To IBM Success

An IBM analytics partner should:

• Offer a complementary set of IBM analytics solutions/ services

• Have a great IBM success track record

• Offer a fair and transparent partnership program

• Provide all human/tech solution resources needed

• Be capable of working with your reps and managers

• Demonstrate commitment to you and your customers’ success

© KCM Solutions Inc.

s

Boost Your IBM Bottom Line

© KCM Solutions Inc. 12

AGENDA

❑ THE IBM SALES POTENTIAL

❑ HOW TO HIT YOUR NUMBERS

❑ IBM PRACTICE ROADBLOCKS

❑ 8 TIPS TO EXCEED IBM SALES GOALS

❑ IBM CHANNEL SUCCESS STORY

❑ THE KCM WAY TO IBM SUCCESS

❑ NEXT STEPS

❑ Q&A


IBM Sales Potential Is Huge

• IBM’s 2016 revenue for “strategic imperatives”

• This business group is centered in cloud, mobile and analytics

1

3

* Forbes: http://www.forbes.com/sites/alexkonrad/2017/01/19/ibm-posts-earnings-beat-in-q4-and-raised-guidance-for-2017-but-stock-plunges/#5c2849f1325f

$32.8 billion

13 percent Rate of IBM strategic imperatives growth in 2016*


• Aggressively pursue IBM sales/revenue — especially around software

• Make an internal/cultural push to increase IBM awareness/ acceptance

• IBM platforms must become a high sales goal priority

• Salesforce must be compensated to promote IBM solutions

• Rethink customer relationship for the long-term

• Transition from preferred vendor to strategic advisor status

14

Basics On Hitting Your IBM Numbers

CLOUD ANALYTICS

IoT

WATSON SECURITY

COMMERCE

SOCIAL

SYSTEMS

SERVICES


Solution Provider Roadblocks To IBM Success

• Lack of technical capabilities for full presales support

• Sales reps don’t speak the business talk

• Inability to promote solutions — only products

• Lack of specialized solution knowledge

• No track record/successful case studies

• Your reps aren’t themselves sold on IBM

• Your pros don’t have the training/expertise

• Lack of technical resources = money left on table

• Limited resources or budget for marketing IBM

• Can’t penetrate existing accounts any further

• Customer views you as a vendor — but not as an advisor



Partnering: Fast Road To IBM Success


• Expand software/services portfolio overnight

• Avoid risk/cost of adding IBM-trained staff

• Vastly expand potential revenue streams

• Grow from tech vendor to strategic IT biz advisor

• Expand vertical/regional/departmental reach


IBM Partner Synergy Success Formula

Extensive LOB Experience

Strong Technical Team

Demonstrated Practical Solution Experience

Strong Product Knowledge

Limited LOB Experience

Limited Technical Resources

Limited Practical Solution Experience

Limited Product Knowledge

Partner StrengthsSP Weaknesses

17© KCM Solutions Inc.


KCM’s Eight-Point Path

We are an IBM solutions partner that:

1. Understands your business

2. Understand your challenges

3. Shares your goals

4. Can point to results

5. Understands the customer

6. Focuses on what we do best: Core capabilities

7. Offers clear partnership structure — with flexibility

8. Is direct and transparent in its dealings



KCM And The Customer

Our customer track record:

• Successfully led 500+ implementations globally

• Clients include large to small corporations and government organizations

• Experienced in nearly all verticals/LOBs/IT orgs

• Deep expertise in IBM analytics

• Featured guests and speakers at IBM events

• Earned IBM awards for health care and big pharma projects



Partner Results Speak For Themselves

Our partnership record:

• Worked with nearly a dozen resellers globally

• Generated $250 million-plus in sales revenue for partners

• Created net-new partner revenue streams

• Wealth of operational experience in real world

• We know what works vs. what doesn’t

• Have established multiple long-term partnerships (5+ years)



We Get YOUR Business And Understand YOUR Challenges


KCM understands how your business works today:

• Solution provider business model changing

• You are a volume-based business: Nature of the Beast!

• Your solution sale drivers include:

• Margins

• Market demand/size

• Competition + capabilities


KCM Core Competence

What You’ll Get:

✓ Technical and business sales capabilities for entire cycle

✓ Complete customer relationship management methodology

✓ Rich technical know-how: product/solution/service in-depth

✓ Portfolio of cross-vertical/LOB customer success stories

✓ Broad IBM/analytics market intelligence and savvy

✓ Full training and technical support capabilities

✓ Service implementation capabilities (100+ fulltime pros)

✓ Complete capabilities for cross-sell/upsell into client accounts

✓ Ability to increase IBM product/service sales

✓ Ability to foster internal buy-in for IBM portfolio



KCM’s Alliance Program: Strength In Agility

Our approach is flexible enough to:

• Support your unique goals/challenges

• Accommodate your corporate structure, policies and procedures

• Match your budget and your market position

• Provide agility to react to market changes

• Enable fast movement to capture opportunities and mitigate risks


© KCM Solutions Inc. © KCM Solutions Inc. 24

2015’s Most Improved IBM Partner: A KCM Success

RESULT:

$8 million/year in IBM sales = 80% net new sales

Strategic Planning Response

Tactical Operational Level

Partner Profile/Need:

• Microsoft-centric Solution Provider

• A top 10 SP worldwide

• Zero IBM deals

• Needed partner to grow its IBM sales

Determined SP’s expectations/ capabilities/ long-term goals

Investigated why prior attempts at building IBM practice failed

Developed big picture strategy to help SP achieve objectives and long term success

Created achievable/ manageable milestones

Set realistic KPIs to measure/manage SP performance

Assembled tactical plan to support overall strategy to meet milestones

Leveraged collaboration model to integrate our team/capabilities with SP’s

Dedicated on-site/offsite experts to support at following levels:

ManagerialMarketing/demand generation

Presales support Advisory/solution implementation

Salesforce training/development/ growth


Collaborating With Us: The Details

FULL SUPPORT TEAM MEMBER ROLE

Managerial Level Strategic Alliance Manager• Manage/drive overall Initiatives

• Ensure KPIs met

Marketing Level Marketing Team Leader

• Provide market Intelligence

• Assist in marketing campaigns

• Work with Partner’s marketing team to provide leads

Pre-Sales Level Pre Sales Architect + SMEs

• On-site technical architect with sales experience to assist in presales

• Access to our SME team (vertical/horizontal)

Advisory, Design and Implementation Services Team• Provide solution design/Implementation and post

engagement customer support• Provide customer intelligence reports

Training, Development, and Growth Services Team • Provide sales rep solutions training to drive conversations

.


The Sales Cycle Flow

SP & KCM Marketing SP Sales Force Potential Customer

KCM Presales

Architect

Qualified

Customer(BANT)

KCM SMEs &

Presales

Technical

SOLUTION

CUSTOMERKCM Services and Advisory Team

Cu

sto

me

r In

telli

ge

nce



Next Steps

❑ You will receive a presentation link of this presentation for on-demand viewing

❑ An Alliance Manager will contact you to discuss your needs, expectations, and goals, based on your own unique market position, corporate structure, offerings, and challenges

❑ A determination of synergy exist will be made

❑ A customized Alliance structure and solution will be proposed to you

❑ Mustafa I Salih - [email protected] – (647) 361-1501 x103


mailto:[email protected]

Q+A And Discussion

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