CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.

© 2004 IBM Corporation

CEMA Software Group Channels Technical Sales 2005

Elena Georgieva Sales Manager NDB Ltd.

2005 SWG Channels Technical Sales - EMEA

© 2003 IBM Corporation2

Channels Technical Sales – Roles and Missions in 2005

Channels Technical Sales Team (SWIT) Missions in 2005 :– Pool of IT Specialists from all SW Brands and SW IT Architects – Provide SW Technical Sales support for Business Partners (T1, T2, ..) – Consult Business Partners on IBM technical support options (VIC; TECs, IICs,

Techline, IDR, Brand teams, other SWITs…)

– Provided support : • Enable to Sell – in the context of an Enablement Plan (PEP)• Sell with support – opportunity pre-sales support • Implementation support – first time implementation

– CEMA Channels Technical Sales Setup



Channels Technical Sales – Roles and Missions in 2005

Request

Reports & metrics = SWIT touched Channel Revenue, Enagegements

CEMA TSS/SWIT community

Resource Assigned

SWIT CEMA IT Architects/Specialist

SWIT

WebSphere

Data Mgmt

Tivoli

Lotus

SWITAs

Pan EMEA Technical Teams SW Channel

Sales(SSR BP)

SW Channel development

(BDM)

PartnerWorldContact Services

SWIT/TSS Community

ChannelOpportunity

Based (Siebel)

Technical enablement

based on enablement agreed plan

Technical support based

on entitled benefit

SWG Services,

Educ Centers, ….

BusinessPartner



Technical Support Options

VAD

Partnerworld

Migration Station

Developerworks

Virtual Innovation Center

Techline

IBM Innovation Centers (IICs)

BP Compass

Beta Programs via PIC



Partnerworld Program

VAD

Partnerworld is the IBM partner program for all BPs

HW partners, SW partners, ISVs, Resellers, Integrators

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_pat.html

Offers sales, marketing and technical assistance

Training and certification

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html

Technical Resources and Support

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_trs.html

Value Package highly recommended for advanced technical support http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html



Migration StationA Particular Project requires Particular Support

Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track – Database track

• From MS SQL, Oracle, Sybase, ... -> Db2– App server track

• From traditional prgm languages, newer J2EE, .NET based -> Websphere family– Java track

• From traditional applications -> Java and open-standards based programming– Linux track

• Your applications, mail servers, OS -> Linux– Lotus track

• From MS Exchange environment -> Lotus Notes and Domino -> Web Services and Portal Apps

http://www-106.ibm.com/developerworks/ondemand/migrate/



Technical Programs and Offerings

http://www-130.ibm.com/developerworks/

Developerworks

Alphaworks

http://www.alphaworks.ibm.com/

http://www.redbooks.ibm.com/

Redbooks



Single and for free entrance for support and Enablement for all

SWG Express ProductsEducation with e-mentoring

Technical EducationMarketing Sales

SupportSelf-Service ApproachFAQ’sWhite PapersHints, Tips and TricksTopical Forums/Discussion GroupsOnline Support available 7x24Mentored Support available 5 x 12e-mentoring and relationship managementQualify for Add’l Porting AssistanceExpress SolutionsPre and post sale support

Code DownloadFor IBMers access with generic ID

http://www.developer.ibm.com/welcome/vic.htmlVirtual Innovation Center - VIC



Software Group Portfolio WebSphere Data Management Tivoli Lotus Rational (routing to …) Software on zSeries platform

eServer and OS zSeries, z/OS, S/390, MVS, VM, VSE iSeries, AS/400, OS/400 pSeries, RS6000, AIX xSeries and IntelliStations

Desktops, Laptops and ThinkVantage Storage Systems Printing Systems Cross-Brand solutions Linux on all platforms Competitive information

Product information Features and positioning interoperability and compatibilityVersions, releases, pre- and co-

requisitesTechnical marketing bullets

Proposal Support: RFI and RFP paragraphs

Remote Presentations and Demonstrations

Three way customer calls with ibm.com Telesales

Solution Server Sizing (Websphere, DB2, Tivoli, Domino, ERP, etc)

HW and SW Configuration support1st level for IBMers2nd level for Partners *

Solution assurance information Competitive Information

What others provide: Defect Support, “How To” information

Techline Supports ...



How to raise a request to Techline? Primary access to Techline is electronic Eligibility: Partners with Value Package

Benefits: allows written assumptions and study results (files attachments)

– available out of working time

– allows forwarding the request to another specialist if needed

– automatically routed to, and picked by the first available skilled specialist



““Assist Business Partners in delivering on demand Assist Business Partners in delivering on demand solutions through events, education, briefings, solutions through events, education, briefings,

and on-site and remote access to design, and on-site and remote access to design, benchmarking, porting and enablement services”benchmarking, porting and enablement services”

Achieve high overall customer satisfaction ratings

Ensure that each center has adequate skills, tools, and technology to meet the demands of our Business Partners

Drive Business Partners to enable on strategic IBM technologies in support of emerging business opportunities

IBM Innovation Centers (IICs)

On-Demand

On demandOn demand



IBM Innovation Center Offering

Dev

elop

er R

elat

ions

Testing– IBM Innovation Center offers test environments for new functionality

IBM Product Consulting Proof of Concept

– Support for proof of concepts involving IBM middleware / hardware– Consulting regarding IBM products and hints/tips for coding, e.g. regarding performance, stability,

security Prototyping

– Support for generation of smaller prototypes including new IBM products / technologies Porting to IBM Platforms

– Technical support for portings to one or several IBM platforms Validation

– Testing of ISV solutions based on IBM middleware / hardware and open standards Integration

– Integration testing of ISV solutions in complex environment Performance / Scalability Testing

– Load tests and generation of sizing guidelines based on ISV solutions on IBM platforms

Innovation

Center



IBM Innovation Centers in CEMA

Dev

elop

er R

elat

ions

IIC Bratislava (contact: Robert Lvoncik)

– http://www.developer.ibm.com/spc/bratislava.html

IIC Budapest (contact: Gabor Banyai)

– http://www.developer.ibm.com/spc/budapest.html

IIC Moscow (contact: Alexander V Ivanov)

– http://www.developer.ibm.com/spc/moscow.html

IIC Prague (contact: Jaroslav Straka)

– http://www.developer.ibm.com/spc/prague.html

IIC Warsaw (contact: Igor Zacharjasz)

– http://www.developer.ibm.com/spc/warsaw.html EMEA IIC Homepage (useful list of available classes and workshops):

– https://www.developer.ibm.com/spc/events/index.html

Innovation

Center



IBM Software Group BP Compass

Skills Roadmap per brand/product and training recommendations

Easy Format (.xls) with most recent weblinks

Updated Version of the IBM Software Technical Support Handbook (April 2005)

Flyer for ISVs – how to get started with IBM Software (available via BPRs and Channel Mktg)



Alpha and Beta ProgramsIBM Product Introduction Center

Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track

– Alpha Programs typically supported out of Partnerworld for Developers

– Beta Programs Participation extremely well received by BPs

– On Invitation from IBM only – via your local IBM Business Partner Representative

– IBMers: Subscribe to PIC and inform you partners on relevant betas

– Participation requires signature of non-disclosure for not yet announced code

– PIC supports Beta participants strongly

– (Technical) competitive advantage in BP ecosystem – gaining knowledge early

– Special recognition for Beta participants



Make Winning for our Partners Personal

Any question ? Please drop me an email ! Renate Maier, [email protected]

CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.

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