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IBM Cloud Partner Accelerator
Transcript of IBM Cloud Partner Accelerator
IBM Cloud Partner Accelerator
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Enable IBM Cloud Partners to leverage the power of IBM in order to enhance their go tomarket efforts and speed their business growth
Turbocharging Revenue Growth for IBM Cloud Business Partners
IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation
Promote partner go-to-market success
Leverage the value of the IBM
Deliver the right support at the right time for the partner
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Impact Workshop Engage Workshop
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Partner & IBM resources team up
for an interactive, half-day 1:1
session to create a joint
customer acquisition play
Interactive, 1-to-many workshop
enabling partner to build a
go to market plan leveraging IBM
IBM Cloud Partner AcceleratorESA/ISV, xSP, VAR, xSI and other partners
IBM Cloud Partner Accelerator / Q2 QBR/ April 9, 2020 / IBM Corporation Confidential 3
ImpactCustomer Acquisition Workshop
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Team with IBM resources in an interactive, half-day 1:1 workshop to:
• Drive faster customer acquisition
• Strengthen your competitive position
• Leverage strategic market opportunities
• Launch new products and services
• Enter new markets or expand existing
• Generate greater share of wallet
• Harness the power of the IBM portfolio
To set up your IMPACT customer acquisition workshop contact:
• your IBM Cloud rep or
• Jeff Ballard, IBM Cloud Market Development
We bring the appropriate sales,
marketing and other subject
matter experts to work with your
team to identify and develop:
• Strategic issue / theme
• Target customer profiles and personas
• Customer journey
• Industry opportunities and resources
• Digital marketing execution
• Required tactics and deliverables
• Timeline, budget & owners
• Critical success factors
The goal of this half-day workshop is to create a joint actionable customer acquisition plan.
• Key issue / theme for the initiative
• Target customer profiles and personas
• Potential industry opportunities and resources
• Digital marketing execution focus
• Required tactics and deliverables
• Timeline, budget and owners
• Critical success factors
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Time Mins Topic Description Presenter 9:00 20 Kickoff • Welcome & Introductions
• Review roles, assign scribe • Review workshop goals
IBM Workshop Lead
9:20 60 Offering Overview
• Target customers • Define problem encountered • Detail the offering • How it address the problem • Compelling event • Identify competitors
o How this offering is different
< BP Prod Mgr>
10:20 30 Revenue Targets
• Territory, AE, channel, etc • What percent of that is IBM
<BP Sales>
10:50 15 Break 11:05 60 Technical
Needs Review Review by Business Partner Sales Team/Territory: • Revenue targets • Sales plans for accomplishing targets • Support needed
<BP Tech>
12:05 30 Sales Needs Review
Overview BP sales organization responsible for driving the revenue, including: • Territories/teams • Enablement status
< BP Sales>
12:35 30 Lunch 1:05 120 Go-to-Market • Positioning Statement
• Why to Buy Statement • Prioritize target audience – Industry, title,
etc. • Current demand generation plans
o Campaigns/programs o Tactics - events, digital marketing, assets,
etc. • Support needed
<BP Mrktg>
3:05 20 Wrap up & Review
Review all action items, including timing and assignments Parking lot items
IBM Workshop Lead
3:25 Close Workshop
The Impact Agenda Sample Agenda
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Cognitive
Silver Lining Solutions Webinar Series
(Monthly)
Cloud 9 Industry Podcast Series (Semi-Monthly)
Coaching Calls (Monthly)
“Solutions-to-Go” Pipeline Development Program
IaaS Training / Sandbox
Social Media ResourcesPartner Profiles &
Solutions Listings
Client-Facing Sales Tools
Compete Webinar Series (Monthly)*Product
Solutioning Guide (ISV/ESA)
Incubator Community Portal
Incubator Newsletter
Incubator On-going Engagement & Support Elements
2020 SCHEDULE
3/31-4/1 Virtual
5/19-21 Virtual
6/23-25 Virtual
9/16-17 Dallas, TX
10/14-15 Toronto, ON
11/18-19 New York, NY
TARGET PARTNERS
IBM Cloud partners looking to leverage the power of IBM to go to market, including:
• ESA/IP Builders• Service providers
(MSP, CSP, etc.)
• Value Added Resellers• Systems Integrators
EngageGo to Market Planning Workshop
On-going Content
Designed to help IBM Cloud partners grow their business, this working session brings you the subject matter experts,content, and resources to leverage the power of IBM to:• Develop a winning go-to-market plan• Discover how to Recruit & Retain Active Customers
Everywhere (RRACE)• Leverage the latest market trends and analysis
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Day 1 11:00 – 1:30 Eastern Day 2 11:00 – 1:00 Eastern Day 3 11:00 – 1:30 Eastern
Let’s RRACE! To Win in today’s market, we need to Recruit & Retain Active Customers Everywhere
Jeff Ballard, Cloud Market Development Leader
RRACE: Winning with a Journey MindsetThe value of putting customers at the center of your business
Kerry Bodine, Author, CEO, Bodine & Co.
Navigating the Disruptive MarketA market overview that uncovers where the opportunities are
Guy Kurtz, Cloud Ecosystem Leader
Value Mapping Sales SuccessStreamlining your selling cycle for greater effectiveness and results
Jeff Ballard, Cloud Market Development Leader
Bolstering Your Solution: An IBM Portfolio ReviewOverview of the IBM Cloud related portfolio, including Cloud, Watson, IoT Security,, Analytics, Blockchain, etc.
Chris Rosen Pavel FerreriProgram Director Cloud EcosystemOffering Mgmt Evangelist
GTM with IBMThe IBM programs, and resources to leverage for a more powerful GtMJake Zeeman, Cloud Market Dev
GtM Workbook ReviewQ&A, gaps, discussion
Jeff Ballard, Cloud Market Development Leader
Thriving in the Age of Disruption: You Can’t Win if You Don’t RRACE!
ENGAGE Virtual Workshop Agenda:
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Day 1 11:00 – 1:30 Eastern Day 2 11:00 – 1:00 Eastern Day 3 11:00 – 1:30 Eastern
Let’s RRACE! To Win in today’s market, we need to Recruit & Retain Active Customers Everywhere
Jeff Ballard, Cloud Market Development Leader
Thinking & Working Customer CentricThe value of putting customers at the center of your business
Kerry Bodine, Author, CEO, Bodine & Co.
Navigating the Disruptive MarketA market overview that uncovers where the opportunities are
Guy Kurtz, Cloud Ecosystem Leader
Value Mapping Sales SuccessStreamlining your selling cycle for greater effectiveness and results
Jeff Ballard, Cloud Market Development Leader
Bolstering Your Solution: An IBM Portfolio ReviewOverview of the IBM Cloud related portfolio, including Cloud, Watson, IoT Security,, Analytics, Blockchain, etc.
Chris Rosen Pavel FerreriProgram Director Cloud EcosystemOffering Mgmt Evangelist
GTM with IBMThe IBM programs, and resources to leverage for a more powerful GtMJake Zeeman, Cloud Market Dev
GtM Workbook ReviewQ&A, gaps, discussion
Jeff Ballard, Cloud Market Development Leader
Thriving in the Age of Disruption: You Can’t Win if You Don’t RRACE!
ENGAGE Virtual Workshop Agenda:
ENGAGEWorkshop
Partners
1. IP Builders• ISVs• Born on Cloud• Integrating Cloud
with existing products
• VARs in Transition
2.VARs
3.Managed Services Providers• MSPs• CSPs• XaaS providers
4.Consultancies• GSIs• RSIs
ROLES
1. IP/Portfolio Managers• Executives• Product management
2. Sales• Sales exec• Cloud sales
3. Marketing• Product marketing• Marketing manager
4. Management• C-suite execs
5. Cloud Champions
REQUIREMENTS1. Must Have
• Have signed IBM agreement
• Be leveraging their own IP for a solution
• Be committed to actively participate
2. Should Have• Integrated cloud
into solution• Cloud solution
offering – current / in development
• Cloud champion• Defined Cloud
marketing strategy
3. Nice to Have• Approved IBM
enablement program participation 8IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation
Who Should Attend?
Getting Results
IBM Cloud / DOC ID / Month XX, 2018 / © 2018 IBM Corporation
Say Workshop helps them
understand how to work with IBM to
drive growthwill implement skills from the workshop within 6 months
223 PartnersISV, CSP, MSP, RSI, GSI, VAR
US, Canada, UK
Coaching Calls average
50+attendees
each month97
359 Membersin community of
BPs, IBMers, Disties, and CTAs
%
Breakout by Type
Incubator Base
50%FASTER
Than the overall base
Incubator Partners GrowDelivers Partner-Valued Content
out of 5
Addresses Cross Portfolio Interest
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What Partners are Saying…
Good job overall!
It was all around great
Keep doing what you are doing.
Excellent team building with the cooking class!
Workshop is really great
The workshop was a very good way for me to learn about the IBM Cloud ecosystem and network with IBM partners
Very interesting sessions help me understand better the IBM offering and how we will be able to better use the resources. Good start for now!
Lots to follow up on.
Great event. A lot of good information
This is a very well organized, intelligent & relevant workshop
Say the program Helps me understand how to work with IBM to drive growth96%
A sampling of partners’ responses on workshop surveys…
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Becoming a cloud mixologist
means ensuring your solution can:
• run on the right clouds
• Span across multiple environments
• Withstand the test of evolving
standards and regulatory compliance
• Schedule TBD
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Goal: Drive awareness for IBM Cloud within the ISV/xSP community• Meetup style event
• Heavy networking, light agenda
• Targeting • White space partners• Target IBM partners not in cloud• Augment with NPA partners
Silicon Valley
Toronto
Washington, DC
Dallas
New York, NY
Accelerator Events2020 Schedule
Date City
3/31-4/1 Virtual
5/19-21 Virtual
6/23-25 Virtual
9/16-17 Coppell, TX
10/14-15 Markham, ON
11/18-19 New York, NY
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IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation
Atlanta
Chicago
Los Angeles
Minneapolis
Boston
Austin
Miami
Engage Workshops
Date CityCloud Partner Mixers
TBD
Next Steps: Partners
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As easy as…1 Register
• Register your attendees for the workshop
• Download and do all workshop pre-work• Make all necessary travel plans to ensure full participation,
including the networking session
2 Attend• Actively participate in the session presentations and
conversations• Engage with others during the workshop
• Complete go to market planner as much as possible• Identify key needs for you to succeed
3 Follow Up• Conduct in-person/phone follow ups as needed
• Follow through on actions and timelines as defined• Meet with your seller and IBM Cloud team for additional
needs, follow ups
For more information contact:
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Jeff BallardIBM Cloud Channel Market Development LeadNorth America—[email protected]+1-949.378.9130ibm.com
IBM Cloud
Jake ZeemanIBM Cloud Channel Market Development—[email protected]+1.815.530.9651ibm.com
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