IBM Software Business Partner Guide · maximum cash flow and return on investment (with additional...

© 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

IBM Software Business Partner Guide

September 2012

© 2012 IBM Corporation

Click here for Table of Contents

This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 2

IBM Software Guide – Table of Contents

2

How to Make Money Selling IBM Software

IBM Strategy and the Software Opportunity

Business Analytics Collaboration Solutions (Lotus) Industry Solutions Information Management Mobile Foundation PureSystems Rational Security Tivoli WebSphere

Software Value Propositions

Getting Started



This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 3 3

Join the IBM Software Team TODAY and Increase Your Profit Potential

Competitors IBM

36%

36% more gross profit per deal

Revenue from <$100K leads passed averages $1M

Fee-free: no program enrollment fees Incentives for new licenses and renewals

Gross Profit from Middleware Deals

Rich IBM Software incentives reward Business Partners for value-add, influence and referral

IBM Software Business Partners have higher overall satisfaction

Source: 2009 IBM Software Business Partner Profitability Study, 2010 IBM Business Partner Diagnostics Survey, 2011 IBM SVP Program Assessment, competitor websites

15:1 increased profitability due to IBM Software Value Plus

Authorization

9:1 increased revenue due to IBM Software Value Plus

Authorization

Up to $50K “You Pass, We Pay” course and test

reimbursement for Premier Business Partners




Why Become an IBM Business Partner

4

Highly rated compensation package for maximum cash flow and return on investment (with

additional rewards for mid-market focus and value-add)

Leverage IBM Software marketing resources quickly and easily with cost-effective,

personalized campaigns and help from our expert agencies and Marketing Centers.

Comprehensive technical resources, education and enablement to build expertise and minimize your cost via PartnerWorld, the no-cost Virtual Innovation

Center, or advanced support via Techline.

Become part of “Team IBM” to optimize effectiveness and exploit economies of scale with the aid of IBM resources to help optimize your participation in IBM offerings, share resources, skills, support,

opportunities, and jointly develop joint go-to-market plans and tactics using the IBM award-winning PartnerWorld portal.

Grow your IBM Software business with revenue multipliers judged highest in the industry by BPs. Enjoy significant up-sell/

cross-sell and annuity revenue opportunity, and leading financing options for competitive advantage.

Improve customer responsiveness with comprehensive, cost-effective accessible technical support with access to

24 hour multi-format technical resources and enjoy rewards through the IBM’s certification program

Exploit the market pull of the industry’s largest and well

recognized IT solution vendor for more business opportunity, with a comprehensive, technically advanced portfolio of

infrastructure software

Why Team with IBM Why Invest and Grow with IBM

IDC Partner Profitability 2011 Study Business Partners that sell IBM Software report:

The highest overall retained margins for the resell of their primary brands

The components of IBM's programs are greater accelerators to their business as compared to the total population.

Source: IDC Multi-Client Study, Partner Profitability 2011: Changing Business Models and Requirements in the Evolving IT Channel Ecosystem




IBM Business Partners are vital to IBM’s business

The IBM Business Partner Charter – guiding principles to work together

IBM Business Partners are vital to IBM’s business.

Our relationship is a collaboration of equals.

We strive to provide the industry’s best Business Partner experience in all respects.

We ground our relationships in the core values of IBMers

IBM Business Partners play a critical role in building a smarter planet.

- Provide midsize companies with groundbreaking solutions that improve efficiency and accelerate ROI

- Help smaller companies level the playing field, increasingly important in a world where ideas trump resources.

© 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

Click here for Table of Contents 6 6

IBM Software Business Partners have a wide range of profit opportunities including cross sell, influence, resell and bundled solution resell

Software Value Plus (SVP)

Industry and Capability Authorization

Application Specific License (ASL)

Global program for SW resellers / influencers: Consistent requirements

and benefits in all countries for Product Group authorizations Incentives for resale and

influence for all client opportunities Software Value Incentive

(SVI): Incentives for Business Partner opportunity identification and progression Earnings opportunities

from 5% to 50%+

Recognition for expertise in providing client solutions, based on key IBM Software products Industry: covers key

Industries (Finance, Banking, Manufacturing…) Capability: Security,

Cloud, Social Business, Smarter Commerce, Business Analytics & other high growth solution areas

IBM Business Partner Mark Earnings opportunity from

20% to 30%

Resell model for lightly embedded and bundled solution offerings Business Partner owns

client relationship, including the license agreement Single point of contact –

sales and support Business Partner earns

via discount on product sales for both initial sales and annual renewals

Resell and Influence Solutions Bundled Solutions

PartnerWorld Incentives for Software Business Partners

Source: IBM Software SVP, SVI, Value Advantage Plus (VAP), SAI and ASL Program Operations Guides on IBM PartnerWorld

Solution Accelerator Incentive

(SAI)

Global program for HW & SW resellers Earn a Base Reward for

selling IBM hardware and software together Earn a Solution Bonus

Reward for selling an IBM-defined solution Claim is made through

IBM SW VADs Minimum revenue level

(hw + sw) for a claim is $20K USD Earnings opportunities

from 15% to 30%

Cross Sell




How do I Make Money Selling IBM Software?

7

Facts: SVI/VAP participating Business Partners are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants

SVI (Software Value Incentive) Rebates paid after the sale has closed

VAP (Value Advantage Plus) Business Partners combine services with the solution sale and get an instant discount from your Value Added Distributor (VAD)

General Business Instant Rebate Increase profitability with instant incentives paid by your VAD

Source: 2009 IBM Software Business Partner Profitability Study

IBM offers multiple programs to help you increase your Margin

Business Partners can earn incentives ranging from 5% - 60%




Supporting Business Partners with the Right Tools

Profitability Tool Business Partner Locator Tool

Grow Your Business Tool

Web Content Syndication Ready to Execute

Campaigns Co-Marketing

Midmarket Asset Gallery and Assessment Tool

Financing a Smarter Planet

Getting Started with Social Media IBM Global Financing

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_profitability_index/lc=en_ALL_ZZ

https://www-304.ibm.com/partnerworld/wps/bplocator/search.jsp

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_swf_gyb_index

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/mkt/mkt_comp_syndication.html

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/isv_ben_prb_success_box/lc=en_ALL_ZZ

http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/VSHA-6PNT6C

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_smb_self_assessment_tool

https://www-01.ibm.com/software/info/assetgallery/

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_smb_self_assessment_tool

http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swgben_col_sw_all_brands_social_media

http://www.ibm.com/financing/partner




PartnerWorld Technical Support

Resources

IBM PartnerWorld Communities

PartnerWorld Software Value

Plus

Business Partner

Innovation Centers

PartnerWorld Selling

Resources

developerWorks Resources for

Developers

Early Access Software Solution Training

IBM Innovation

Centers IBM SWG Product Guide

PartnerWorld Value Package

benefits

IBM Industry Frameworks

IBM Support

Assistant

IBM Software Acquisitions

Solution Assurance

Technical and Delivery

Assessment

Technical Support to help you get to Market Fast!

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/pw_com_tec_index

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/pw_com_tec_index

http://www.ibm.com/connect/partnerworld/

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/svp

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_prb_innovation_centers_overview

https://www.ibm.com/partnerworld/page/pw_com_sel_index

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

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_ea

http://www.ibm.com/partnerworld/iic

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/swg_com_sfw_swg_product_guide

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_vpo_benvalueresellers

http://www.ibm.com/isv/tech/validation/framework/index.html

http://www-01.ibm.com/software/support/isa/

https://www.ibm.com/partnerworld/page/swg_com_sfw_acquisitions_index'

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_pwp_sol_assurance/lc=en_ALL_ZZ




Help Build Smarter Profits IBM Supports You and Your Business End-To-End

10

“IBM’s Business Partner program is among the top few in the industry, if

not the top program.”

Darren Bibby, IDC

$2B IBM Annual Channel Investment

Industry Leading Products, Solutions

and Services

Exceptional Profit Model for

Business Partners

Worldclass Enablement and Go-

to-Market Support

Leading Technology

Training & Skill Building

New Revenue Streams

Market Awareness

Demand Generation

Technical Support

Source: IBM Internal Reports




Why IBM? 2015 Roadmap for Growth Global IT industry leader serving clients and Business Partners for over 100 years

Growth Markets – $234 billion opportunity Business Analytics – $168 billion opportunity Cloud – $196 billion opportunity Smarter Planet – $179 billion opportunity

IBM Software is on-track to contribute as much as half of IBM’s profits by

2015

Let’s Build a Smarter Planet

Together

Source: IBM Market Insights , 2015 Total IT Opportunity, 1H12 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.




IBM is Investing in Software and Growing…

25 Acquisitions Announced Since 2010

11,000 Technical Professionals

25,000 Developers in 43 labs

5,500+ High Value Software Business Partners 75,000

Business Partner Technical Certifications

• #1 in middleware market share • Largest enterprise software company • Software revenue has nearly doubled

and profit more than tripled since 2000

Business Know-how and Technology Innovation Accelerate the Journey

Source: IBM Annual Reports, Investor Day Briefings, and IBM PartnerWorld




A transformed software portfolio

IBM meets clients’ business and IT needs by industry and role

Supply chain CSCO

Industries

Finance CFO

Human resources CHRO

Marketing CMO

Executive CEO

Functions/roles

IT CIO

Turn information into insights

Deepen engagement with customers, partners and employees

Deliver enterprise mobility

Accelerate product and service innovation

Optimize IT and business infrastructure

Manage risk, security and compliance

Enable the agile business

Business and IT needs

Banking Energy Government Healthcare Education Transportation Retail Communi-cations




IBM Software market opportunity by business need

Deliver Enterprise Mobility

Deepen Engagement with Customers, Partners, and

Employees

Manage Risk, Security and Compliance

Turn Information Into Insights

Optimize IT and Business Infrastructure

Enable the Agile Business

Accelerate Product & Service Innovation

2012 Total Market Opportunity $147B ($5B not captured with a capability)

2012-15 Relative Growth by Business Need

Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

Turn Information Into Insights

Not IncludedManage Risk, Security and Compliance

Accelerate Product & Service Innovation

Deliver Enterprise Mobility

Enable the agile busines

Deepen Engagement with Customers, Partners, and Employees


52% of the opportunity comes from two needs, while Enterprise Mobility spurs the highest growth 2012-15




IBM Software products roll up to a core set of 28 capabilities that form the building blocks of solutions that address business needs

IBM Software serves 47 technology segments with

4500+ products

IBM’s software portfolio is unmatched in the breadth and depth of it’s capabilities to solve business needs

Source: IBM Market Insights

Turn information into insights

Deepen engagement with customers, partners and employees

Enable the agile business

Accelerate product and service innovation

Optimize IT and business infrastructure

Manage risk, security and compliance

Deliver enterprise mobility

Business Analytics Data Management Big Data Data Warehousing Enterprise Content Management Information Integration

and Governance

Social Collaboration Unified Communications Web Experience Commerce Enterprise Marketing

Management Smarter City Operations

Business Process Management Connectivity, Integration and

Service-Oriented Architecture (SOA)

Application Infrastructure

Mobile Development and Connectivity

Mobile Management and Security

Cloud and IT Optimization Asset and Facilities Management Enterprise Endpoint Management

Application Lifecycle Management Complex and Embedded Systems Enterprise Modernization

Identity and Access Management Data Protection Application Security Infrastructure Protection Security Intelligence and

Compliance Analytics




Significant potential growth opportunities for IBM Business Partners aligned to client business needs

16

Source: IBM Market Insights, 1H12 Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

2015 IBM Software Market Opportunity by Business Need and Capability

Capability

BusinessNeed

$0

$25

Business

Analytics

Data Man

agement

Data Warehousin

g

Enter

prise Co

ntent M

anagement

Inform

ation In

tegratio

n and Governance

Big Data

Commerce

Socia

l Colla

boration

Unified Co

mmunicatio

ns

Web

Experi

ence

Enter

prise M

arketin

g Man

agement

Smart

er City

Opera

tions

Applicati

on Infra

structu

re

Connectiv

ity, In

tegratio

n and SOA

Business

Process

Man

agement

Mobile Deve

lopment and Connec

tivity

Mobile M

anage

ment a

nd Secu

rity

Enter

prise M

oderniza

tion

Applicati

on Lifec

ycle M

anagement

Complex and Em

bedded Systems

Could and IT

Optim

izatio

n

Asset a

nd Facil

ities M

anage

ment

Enter

prise En

dpoint Man

agement

Infrastr

ucture

Protecti

on

Identity a

nd Access

Man

agemen

t

Data Protec

tion

Secu

rity In

tellig

ence

& Complia

nce Analy

tics

Applicati

on Secu

rity

2015Market

Size ($B)

0%

30%

2012-15CAGR

2015 Market Size 2012-15 CAGR

Deepen Engagement with Customers, Partners and

Employees

Deliver Enterprise

Mobility


Enable the Agile

Business

Turn Information into Insights

Accelerate Product

and Service Innovation

Manage Risk, Security and Compliance




Common answers for diverse needs Seize new marketplace opportunities on a smarter planet

Smarter Analytics

Cloud and IT Optimization

Social Business

Security

Product and Service

Innovation

Business Agility and

Mobility

Smarter Commerce

IBM software helps you do it.

Smarter Cities




2012 IBM Software Business Partner Strategy

IBM Software Capabilities

Reach Broader Markets

Embrace New Business Models

Grow High Value Revenue


Click here for Table of Contents 19

•Sign up with a value added distributor (VAD)

•Build your PartnerPlan for success

•Join PartnerWorld

• Get your technical & sales training

•Apply for the SVP or SVI and VAP incentives

Getting Started with IBM

For more information go to ibm.com/partnerworld/software

Five Steps to becoming an IBM Software Reselling Business Partner

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_vad

http://www.ibm.com/partnerworld/partnerplan

http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_jnw_index

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/pw_com_tac_index

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_av_res_quick_start_3




IBM Software brands and capabilities provide market opportunity for Business Partners who build solutions using our product portfolio to help them sell, build

references and drive continued success…

Market Opportunity

Solution and Product Portfolio

Why Sell/Value Propositions

Partner References

Partner Profiles

Partner Resources

Software Value Propositions




Business Analytics Software Business Partner Guide Value Propositions




Business Analytics and Optimization (BAO)

Business analytics is the key to enabling our clients to turn oceans of data into predictive models and actionable decisions.

$166B Opportunity

in 2011

Source: IBM Investor Relations, May 2010; $16B refers to cross-IBM revenue including Software, Services and Systems. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

IBM BAO Revenue (including SW, HW and services)

10% CAGR

2009 2015

PTI: 14%

CAGR

Why Analytics is Important to our clients…

33% more Revenue Growth

>12x more Profit Growth

32% more Return on Invested

Capital

12.5% 9.4%

7.3% 0.6%

11.9% 9.0%

Finance Organizations with Business Insight All Other Enterprises

Market opportunity




Organizations Need Deeper Insight from Their Information

Business leaders frequently make decisions based on information they don’t trust, or don’t have

1 in 3 Lack Trust

83% Plan to Use of CIOs cited “business intelligence and analytics” as part of their visionary plans to enhance competitiveness

Business leaders say they don’t have access to the information they need to do their jobs

1 in 2 Lack Access

Top performers are 5.4X more likely to use an analytic approach over intuition

5.4x Widening Gap

Sources: IBM Institute for Business Value, 2009, IBM CIO Study 2010, TDWI: Next Generation Data Warehouse Platforms Q4 2009, Analytics: The New Path to Value, 2010

“Drowning in Data…” “Starving for Information…”

What is Driving Business Analytics & Optimization? Market opportunity




Relevant Information

Actionable Insights

Smarter Decisions

Better Outcomes

Portfolio overview




Portfolio overview

Ready-made packaged reporting and analyses based on the best practices Encompasses comprehensive portfolio Adaptable & extensible Source data from multiple transaction systems

Enterprise requirements Unifies enterprise-wide risk and compliance initiatives into a single management system Provides synergy with Information & IT Governance, Risk Management and Security

Simplify, structure and automate dynamic and sustainable Financial Performance & Strategy Management Monitor and analyze business performance against targets Plan, forecast and control enterprise resources aligned with corporate objectives

Full breadth of predictive analytics Putting prediction in hands of the business Driving better business outcomes

Full breadth of Business Intelligence (BI) for every decision-maker Revolutionary way to work with BI Free to answer critical business questions




IBM BA Business Partners – Opportunity of a Lifetime

BP-Specific Products & Plays

Focus on Value, Solutions

Best Team in the Industry

Best Business Partner Program

High Growth Market Extraordinary BAO Synergies

Highest IT, LOB Priority

In IBM’s Top 4 Priorities

Best Products and Roadmap

Expanding Portfolio

Value Propositions



This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 27 27 27

Business Partner Reference Reference

Client: Cincinnati Zoo and Botanical Garden

Challenge: Real-time analysis of attendance, sales and customer behavior

Solution: IBM Cognos BI v10, IBM Cognos Mobile

Outcome/Results:

Helps the Zoo generate deep insight into guest visitation and spending behavior, unlocking profound new marketing insight and business optimization strategies.

Generated over $500,000 in new revenues and expense reduction within year 1.

Increases overall attendance, prompting at least 50,000 new “visits” in 2011 through enhanced targeted marketing achieved through insight gained from IBM Cognos.

Contributed to a 30.7% growth in food sales and 5.9% in retail sales over prior year.

www.brightstarpartners.com




Business Partner Profile – Business Analytics Partner Profile

Profile of Traditional Reseller

Value-driven, focused on BA segment only

Traditional revenue mainly in Services

Retooling their businesses to add the necessary infrastructure to sell software

Sales function driven by senior consultants that are highly dependent on BA brand reps

Works roughly 1-3 deals per quarter

Profile of High Volume Reseller

Velocity-driven, relationship-oriented

Revenue split between resale, SVI and Services with more holistic view of their customer base

Small sales organization - will include reps who get paid on software only but still dependent upon BA brand reps

Active marketing and business development functions

Works roughly 5-15 deals per quarter




5 Quick Steps to Get Started

Visit the Business Analytics PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your Business Analytics Business Partner profile Plan to maximize your profitability & your team’s education path

by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP

Authorized to resell Business Analytics through Training & Certification.

Develop a Marketing plan and take advantage of IBM’s

programs and drive demand with IBM Co-Marketing

1

2

3

4

5

Resources

Join PartnerWorld to become an IBM Business Partner, then…

https://www-304.ibm.com/partnerworld/wps/pub/overview/BF6A0

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/pw_com_udp_index

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_svp_skills/lc=en_ALL_ZZ

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_svi_index

http://www-03.ibm.com/certify/partner/pub/zz/mem_skillsreq.shtml

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_cfm_index



https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_jnw_index




IBM Collaboration Solutions/Lotus Business Partner Guide Value Propositions




Source:: IBM Analysis. Note: Solutions are the highest growth areas driven by analytic capabilities Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

The Social Business market opportunity is growing to a $99B business in 2015

Opportunity ($B)

$99B

2012 2015

Market Opportunity




What does a Social Business look like to your Business Leaders?

32

Market opportunity

Customer Care and Insight

Workforce Optimization

Product and Service Innovation

Socially enabling business processes to improve and accelerate results across business functions

Improve the effectiveness of people by enabling the right talent and content to come together at the right times

Bring successful new products to market more quickly by understanding and aligning to customer needs

Build customer advocacy by understanding, reaching, attracting, and retaining more customers through online channels




Mobile Office 1990s

Traditional Office 1980s

Collaboration 2000

Social Networking 2004

Social Business 2008 and beyond

IBM’s Journey to becoming a Social Business

400,000+ employees in more than 200 countries

Just over 40% of employees have less than 5 years of service

Nearly 1/3rd of full-time employees work in a non-traditional office setting

Market Opportunity

Source: HR Information Warehouse, December 2011 Report (only for the employee demographic information on the slide)




IBM Social Business Outcomes

Human Resources

IBM Human Resources utilizes social media for recruiting, employee education, sales training and leadership development. New hires are made part of a social group for 6-12 months so they can get up to speed more quickly network with other new hires and veteran IBM employees reducing on boarding time.

Global Collaboration and Development

More than 130 communities of IBM professionals around the globe are collaborating virtually. This has reduced the time it would have taken to complete projects by 30 percent, increased re-use of software assets by 50 percent, and cut component costs by 33 percent.

Social Selling

To gain insight, IBM’s social sellers use social media monitoring applications to feed information about clients, prospects and competitors directly to their desktops. Social intelligence provides an efficient way of identifying what matters when sales connections are made.

Market Opportunity

34




IBM Leadership in Social Business

IDC Ranked IBM first in Worldwide Social Platform

for 2010 and 2011 Vendor Shares1

IBM is a leader in The Forrester Wave™ on Enterprise Social Platforms, and

The Forrester Wave™ Mobile Collaboration, Q3 20112

Market Opportunity

Forrester Research, Inc.

Gartner IBM is in the leader quadrant in the Gartner

Magic Quadrant for Social Software in the Workplace, August 20113

“IBM Brings Its Clout To Social Software” - Forbes, June 28, 2011 Jun 28, 2011 “Social Business: The Fifth Era of Business Transformation from IBM” - CMS Wire, Sep 7, 2011 “Move Over Facebook, IBM Goes Social for Business” - eWeek.com, Feb 2, 2011 “IBM introduces real time social networking tool for enterprises” – Computer Business Review, Jun 22, 2011

1Source: IDC: Worldwide Social Platform 2010 Vendor Shares, Doc# #223817, June 2010 and Worldwide Social Platform 2011 Vendor Shares, Doc # #228808, June 2011 2Source: The Forrester Wave™: Enterprise Social Platforms, Q3 2011 and The Forrester Wave™: Mobile Collaboration, Q3 2011 3Source: Gartner Magic Quadrant for Social Software in the Workplace, August 2011

35




Product/Solution Portfolio Overview – ICS/Lotus

Social Collaboration Social business applications Real-time collaboration Mobile collaboration Office productivity suites and

Web editors

Web Experience Customer Web experience Employee Web experience Electronic Forms

Unified Communications Unified communications

Social Business Application Development Collaboration application development platforms Mashups

Portfolio overview




Social Business reaches out beyond ICS/Lotus

Tivoli Security Enterprise Information

Gateway

Smarter Commerce Customer Awareness &

Analytics Social Media Marketing

Business Analytics Business Intelligence Predictive Analytics

(SPSS)

Enterprise Content Management Social Content Management Content Analytics

Portfolio overview




Why Sell/Value Propositions – ICS/Lotus Value Propositions

IBM is the leader in Social Software for business

Industry-leading product margins! IBM offers up to 40% Margins across Identify, Sell &

Fulfill cycles Up to 20% additional margin for competitive

displacements Incremental margin for Capability Authorizations (Cloud

& Social Business)

Large services potential (~2X product)

Opportunity to increase strategic influence as social gets infused into more business processes

IBM sales & marketing resources aligned to help you sell and market

Rich enablement options to help you rapidly build skills

PLUS more ....as you gain skills and success Social Business certification, executive sponsorship, lab

advocate, etc.




Business Partner Reference – ICS/Lotus Reference

Customer: Manufacturer with operations in many countries and consumers across the globe Solution Lotus Connections 3.0 integrated with the existing

business SAP processes and DB2 tools Custom widgets

Benefits to the customer Drive innovation Connect people across 17 countries Simplify processes with templates

Value provided by Sogeti TeamPark methodology Lotus Connections assets Service center specialized in Lotus Software

Revenue for Sogeti = ~1 M$




Business Partner Profile – ICS/Lotus Partner Profile

Business Partner Types Software-related IBM Business Partners

Traditional Reseller, Consultants and System Integrators (SIs) and Independent Software Vendors (ISVs) and Developers

ECM, Cognos, Coremetrics & WebSphere Business Partners to expand scope with IBM social capabilities

NEW Digital / Interactive Agencies

Note: Partner business models, especially outside the US, are blended. They may behave differently in individual transactions, to accommodate their client and own business models/needs.

Ideal Partner Profile Mature Business Model (Sales, Mktg) Generate demand, progress and close

deals Track record of client references Drives business independent of IBM Well thought out annual demand

generation plan

Aligned well with IBM Sub-contracting relationship with ISSL Work collaboratively with IBM Field Sales NEW – Digital / Interactive agencies

Skills / Industry Expertise Analytics / Marketing automation Portal, and Smarter Commerce Web design, Web platform and apps. Mobile, Content Management – Rich media and digital asset mgmt Retail, Healthcare, Manufacturing Finance and Insurance





Visit the ICS/Lotus PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your ICS/Lotus Business Partner profile Plan to maximize your profitability & your team’s education path


Authorized to resell ICS/Lotus through Training & Certification.

Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

1

2

3

4

5

Resources


http://www-304.ibm.com/partnerworld/wps/pub/overview/B7002PW












Industry Solutions Software Enterprise Content Management Business Partner Guide Value Propositions




What Is Enterprise Content Management?

“Enterprise Content Management (ECM) is the technologies used to capture, manage, store, preserve, and deliver content and documents related to organizational processes. ECM tools and strategies allow the management of an organization's unstructured information, wherever that information exists.”

Market Opportunity




Market Opportunity - The Continued Explosion of Information 80% of new information growth is unstructured content – 90% of that unmanaged

1990 2000 2010 2020 Source: IDC, The Digital Universe Decade – Are You Ready?, May 2010

2009

800,000 petabytes

2020

35 zettabytes

ECM is a Huge Market Opportunity

Half of our 2010 revenue was partner driven

4 Billion Dollar Market opportunity

Market Opportunity




ECM Opportunity Basics

Paper is still an important source of documentation. Can your customer easily access the right files?

Electronic content must be controlled. Can your customer find the right version?

Business processes are built around unstructured information. Does your customer have the right information in context?

Regulatory and legal requirements are increasing. Is your customer consistently enforcing corporate policies without over burdening the worker?

Decisions are not made in a void. Can your customer effectively work with colleagues both inside and outside the business?

Market Opportunity




Document imaging & capture

Document capture automation

Production imaging

Enterprise report Management

The path to value lies along one or more specific business solution entry points

Advanced case management

Comprehensive case management

Integrated collaboration and rules

Case analytics

Content-centric BPM

Social content management

Office document management

Social content & collaboration

Platform standardization & consolidation

Content analytics

Enterprise search

Content assessment

Master content

Information lifecycle governance

Smart archive

Records management

eDiscovery

Disposition & governance

Enterprise Content Management Portfolio Overview Portfolio Overview




To optimize business outcomes Smarter organizations manage content for value

SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES

Castilla y León has automated routine processes to focus on exceptions.

SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION

Thomas Miller meets its e-mail archiving, retention and compliance requirements.

SMART IS … DIGITIZING PAPER

Citi cuts application processing time from over 2 weeks to just 2 days.

SMART IS … RAPIDLY DERIVING CONTENT INSIGHTS

A German police department uses analytics to help solve crimes.

SMART IS … TEAMING WITH CUSTOMERS/PARTNERS

Sennheiser uses global collaboration platform for content

Portfolio Overview




Value Proposition for partnering with IBM ECM

48

Value Propositions

Why should I lead with IBM Enterprise Content Management?

According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities

A modular unified environment engineered for rapid deployment of both IBM and partner applications

Access to ECM channel technology specialists to provide enablement and solution development guidance

Strong ECM Channel organization with dedicated partner management

Co-operative marketing opportunity

Outstanding SVP partner program rewarding Partners as they invest

Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions

Why should I team with IBM Enterprise Content Management?




Business Partner Profile

49

Partner Profile

Project driven or opportunistic integrator Moderate ECM skills | regional Drive smaller deals Core ECM and/or Capture centric Smaller organizations 3-5 deals a year Service to Software ratio 1-3 to 1 Resale and some SVI Small sales force

Profile of ECM VAR

Profile of ECM Solution Provider

Strategic – marketing | solution oriented Line of Business and/or Industry expertise Strong ECM skills | national Drive large repeatable deals Core ECM; Case Manager; ILG; Analytics; Capture larger organizations 2-4 deals a year Service to Software ratio 3-5 to 1 Resale; SVI; support provider; authorizations moderate to large sales force w/marketing




Business Partner Reference

50

Reference

IBM Premier Level Partner in Partner World

SVP Authorized in all five IBM software brands

Track record of 200+ certifications , 500 + implementations, and a world-class Support Services organization with over 200 long-term customers

Recipient of multiple IBM excellence awards:

o 2009 IBM Most Distinguished Achievement Award o 2008 CTO Innovation Award

http://www.enchoice.com





Visit the Enterprise Content Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your Enterprise Content Management Business

Partner profile Plan to maximize your profitability & your team’s education path


Authorized to resell Enterprise Content Management through Training & Certification.


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https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_ecm/lc=fr_ALL_ZZ












Resources – IBM Enterprise Content Management

52

Resources

Key People:

Bob Rudis - N. A. ECM Channel Sales Manager

CONTACT: 978-409-1414

[email protected]

Kevin Mooney, NA ECM Business Partner Development Representative

CONTACT: 1-714-327-3987

[email protected]

Key Places:

Become a Business Partner:

Join PartnerWorld Here

Visit the ECM Home Page on Partner World Start your journey here

Check out the ECM Enablement Roadmaps

Start your journey here

Learn how Watson is influencing ECM at ibm.com

mailto:[email protected]



https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_pwp_index




https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_ecm/lc=fr_ALL_ZZ

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/swg_com_sfw_ecm_enablement_roadmaps

http://www-01.ibm.com/software/data/content-management/




Industry Solutions Software Smarter Commerce - Business Partner Guide Value Propositions

53




Smarter Commerce can help transform every phase of the commerce cycle

Buy Drives intelligent,

adaptive and optimized extended

supply chains based on customer

demand

Market Creates personalized and relevant offers

with unified cross-channel

marketing

Service Anticipates

behavior and delivers flawless customer service

across all channels

Sell Enables customers

and partners to buy what they want,

when and where

Sourcing, controlling and procurement of goods and services

Targeted and personalized

marketing across all customer interactions

Selling and fulfillment

of products and services across

all channels

Servicing

customer needs across all

interaction channels

Market Buy

Service Sell Customer

Insight Strategy

Engagement

Market opportunity




Market Opportunity

TARGET CLIENT SIZE

>1000 = 62%

100 – 999 = 19%

1 – 99 = 15%

Non Business = 4%

$78 billion in opportunity for 2011

Growing 3x faster than overall IT opportunity

Smarter Commerce

Market opportunity

Market Opportunity

Source: IBM Market Analysis (GMV). 091111 Alisa Macklin Business Partner Summit Presentation V2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

BuyMarketSellService




Smarter Commerce Portfolio / Solution Overview Portfolio overview

CORE BUSINESS PROCESS OFFERINGS

Buy Market Sell Service

Supplier Integration & Management Supply Chain Management Payments and Settlements

Customer Awareness & Analytics Social Media Marketing Cross-channel Campaign Mgmt Digital Marketing Optimization

Cross-channel Selling Order Management &

Fulfillment Customer Integration &

Collaboration Store Solutions Payments & Settlements

Delivery, Service, & Support Customer Self-Service Case Management

Retail Store Solutions




Portfolio Value Propositions Value Propositions

IBM is creating, defining and making this market; a key component in IBM’s global revenue growth objectives.

Strategic acquisitions – over $2.5B since 2010

Comprehensive enablement and technical resources

Generous marketing and demand generation assistance

Formalized Business Partner Program to enhance partner margin

Unique incentives for identifying, recommending and co-selling IBM SaaS software offerings

Why Partner with IBM around Smarter Commerce?




Business Partner Reference – Smarter Commerce Reference

IBM Premier Level Partner in Partner World A premier provider of cross-channel commerce solutions that enable a smarter, more personalized

shopping experience. More than 14 years of experience delivering business strategy, implementation and managed

services for B2B & B2C. Sell to business decision makers that drive cross-channel customer experience First SVP Retail Industry Certified IBM Business Partner Recipient of multiple IBM excellence awards over several consecutive years Awards

o 2010 Beacon Award for Outstanding Business Agility Solution o 2010 IMPACT ”Smart SOA Award” Finalist o 2009 IMPACT “Best in Show” o 2009 Beacon Award Finalist for “Best Overall ISV Solution- Cross Channel Commerce”

Current WS Commerce partner, ramping up support for Unica & Sterling Commerce Completed the new Smarter Commerce Capability Authorization




Business Partner Profile Partner Profile

Value driven, solution oriented

Revenue predominantly in Services (typically 80% of total revenue)

Small sales organization that is highly dependent on IBM SSRs

Works roughly 5-7 deals/year

Velocity driven, transaction oriented

Revenues mostly in resale or SVI revenue, some adjunct services

Larger sales organization that is highly dependent on customer budget and renewal stream

Works roughly 15-20 deals/year/rep

Profile of Traditional Reseller

Profile of High Volume Reseller





Visit the Smarter Commerce PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Get started on your Smarter Commerce Capability

Authorization Plan to maximize your profitability & your team’s education path


Authorized to resell Smarter Commerce through Training & Certification.



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http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_sol_smp_smarter_commerce

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_svp_sc











Resources – Smarter Commerce

Key People:

John Ehmann, WW Director Smarter

Commerce CONTACT: 1-614-873-2620, [email protected]

Melinda Matthews, Director - WW SWG Industry Solutions Sales, Business Partners

CONTACT: + 44-207-021-9044, [email protected]

Stasie Fishman, WW Channel Business Development Executive CONTACT: 1-516-349-3359, [email protected]

Resources

Key Places:

Become a Business Partner:

Join PartnerWorld Here

Visit the Smarter Commerce Partner World page Start your journey here

Smarter Commerce White Board Demo

Access this here

Smarter Commerce Capability Authorization Start your journey here

Smarter Commerce Global 2012 Summits Learn more







http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_sol_smp_smarter_commerce

https://www-304.ibm.com/services/weblectures/dlv/Gate.wss?handler=Login&action=index&customer=partnerworld&offering=igf&tab=2

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_svp_sc

http://www.ibm.com/smarterplanet/us/en/smarter_commerce/overview/index.html?re=spf




Information Management Business Partner Guide Value Propositions




Information is at the center of a new wave of opportunity

2009 800,000 petabytes

2020 35 zettabytes

as much Data and Content Over Coming Decade

44x

Sources: • The Guardian, May 2010 • IBM Institute for Business Value, 2009 • IBM CIO Study 2010 • TDWI: Next Generation Data Warehouse Platforms Q4 2009

Organization leaders frequently make decisions based on information they don’t trust, or don’t have

1 in 3

83% of CIOs cited “Business intelligence and analytics” as part of their visionary plans to enhance competitiveness

Organization leaders say they don’t have access to the information they need to do their jobs

1 in 2

of organizations will look to replace their current warehouse with a pre-integrated Warehouse solution in the next 3 years; only 14% have today

35%

… and organizations need deeper insights

Market opportunity




IM Software Markets $33B in 2012

Information Management Spending & Growth Market opportunity

Source: IBM Market Insights, GMV “2H 2011”. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.




Analyze

Integrate

Manage

Business Analytics Applications

External Information Sources

Cubes

Streams

Big Data Master

Data

Content

Data

Streaming Information

Govern

Quality

Security & Privacy

Lifecycle

Data Warehouses

Standards

Transactional & Collaborative

Applications Content

Optimizing Your Information Supply Chain for Trusted Information

Portfolio overview




Value Propositions

Automating data management improves IT efficiency

Delivering trusted information through integration increases business confidence

Analyzing information from more places enables better business outcomes

Efficient information security and governance improve business confidence

Information Management Capabilities and Values

• Database software

• Data Security & Privacy

• Lifecycle Management

• Data Warehouse Appliances

• Information Integration

• Data Warehousing & Analytics

• Master Data Management

• Big Data Analytics

What We Offer




Bridging the Gap Between Information and Outcomes

Drive Efficiency Support Innovation

Reduced storage by 40%

Gained 30% performance improvement

Cut DBA workload by 25%

2/3rd reduction in time to process valuations

30% increase in coupon redemption rates

Enhancing Information Services Delivery

Reference




Information Management and Misys Integration The Value of ASL Agreements

Misys integrates IBM Information Management software into it’s Misys BankFusion Universal Banking and Misys Business Intelligence Solutions to increase sales, profit and market reach.

Screen cap from Ed Ho/Misys

video

Video available in: English, French, Italian, German, Spanish, Japanese, Chinese and Korean

ASL - An IBM contract for ISVs to integrate and license IBM software with their applications and services and to sell the bundled solution to end customers

Reference

http://www.youtube.com/watch?v=4V52hR5U77I

http://www.youtube.com/watch?v=aG_xIXSFosY

http://www.youtube.com/watch?v=8xJX4mhvONo

http://www.youtube.com/watch?v=EzPsP5ITX24

http://www.youtube.com/watch?v=NcIsG7cwGy4

http://www.youtube.com/watch?v=p4B7gq5voQ8

http://www.youtube.com/watch?v=g79-sKPwCxQ

http://www.youtube.com/watch?v=K_qU7AWre6E




Business Partner Profile – Information Management Customers will pay a premium to vendors with industry-specific expertise

Information Management Business Partners… Know industry – trends, profiles, problems, and business needs

Understand client and market buying patterns

Understand and speak the language of “Information”

Have expertise beyond product and customer size

Can differentiate the advantage of the IM Portfolio versus the competition

Partner Profile





Visit the Information Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your Information Management Business Partner

profile Plan to maximize your profitability & your team’s education path


Authorized to resell Information Management through Training & Certification.



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https://www-304.ibm.com/partnerworld/wps/pub/overview/B7001PW












Mobile Foundation Business Partner Guide Value Propositions




54.0%

44.5%41.7% 39.5% 37.9% 36.2%

29.6%

17.0%

2.6%

Top Solutions for Next 12 Months

72

Mobile is a priority where IT spending will occur

Source: 2011 IBM Tech Trends Report https://www.ibm.com/developerworks/mydeveloperworks/blogs/techtrends/entry/home?lang=en

Mobile App focus shifts to the enterprise

A12. Please select the solutions in which you plan to invest in the next 12 months. [choose all that apply] Source: IDC Partner Profitability 2011, Changing Business Models and Requirements in the Evolving IT Channel Ecosystem

Mobile 39.5%

Partners are prioritizing mobile for profitability

Market Opportunity

https://www.ibm.com/developerworks/mydeveloperworks/blogs/techtrends/entry/home?lang=en







IBM Mobile Foundation, Enterprise edition V5.0 – IBM Mobile Foundation, Enterprise edition V5.0 is designed to provide the essential elements needed

for mobile development, deployment, and management in Business-to-Consumer (B2C), Business-to-Business (B2B), and Business-to- Enterprise (B2E) environments. The Mobile Foundation, Enterprise edition V5.0 consists of:

• IBM Worklight V5.0 for mobile application development and delivery • IBM Endpoint Manager for Mobile Devices for complete end-to-end Mobile

Device Management (MDM) • IBM WebSphere Cast Iron® Hypervisor Edition for advanced connectivity to

back-end systems IBM Mobile Foundation, Consumer edition V5.0

– IBM Mobile Foundation, Consumer edition V5.0 is designed to provide the essential elements needed for mobile development, deployment, and management in primarily a Business-to-Consumer (B2C) deployment model. It consists of:

• IBM Worklight V5.0 for mobile application development and delivery • IBM WebSphere Cast Iron Hypervisor Edition for advanced connectivity to back-

end systems IBM Worklight, Enterprise edition V5.0

– IBM Worklight, Enterprise edition V5.0 has pricing metrics aligned with Business-to-Enterprise (B2E) purchasing patterns.

IBM Worklight, Consumer edition V5.0 – IBM Worklight, Consumer edition V5.0 has pricing metrics aligned with Business-to-Consumer (B2C)

purchasing patterns.

IBM Mobile Foundation V5.0 Offerings Portfolio overview




Build mobile applications Connect to, and run backend systems in support of mobile

Manage mobile devices, services and applications Secure my mobile business

Manage & Secure

Build & Connect

IBM strategy addresses client mobile initiatives

Extend & Transform Extend existing business capabilities to mobile devices Transform the business by creating new opportunities

Value Propositions




Partner Type Sales Role Client Relationship

1. ISV • Work with ISV to Integrate IBM Mobile Enterprise portfolio with ISV application

• Prospecting/Indentify opportunities • Joint Sales (potential)

• Embed • Influence

2. VAR/VAD; RSI & Solution Providers

• Identify and sell IBM Mobile Enterprise portfolio • Implementation services • Fulfill orders

• SVI / SVP* : OI / OO • Influence

3. GSI

• Identify and recommend Mobile Opportunities • Design services • Implementation Services

• Influence • SVI / SVP : OI / OO

4. Mobile App Designers

• Expertise on Mobile App Design • Augment ISSW/other services team

• Influence • Progress to ASL/Resell

5. Managed Service Providers

• Offer IBM Mobile Enterprise portfolio as part of their platform offering to solution developers

• Resell/ASL** with xSP Attachment

Business Partner Opportunity

* SVI = Sales Value Incentive * SVP = Sales Value Plus Authorized Distribution ** ASL = Application Specific License Agreement

Value Propositions




ZSL is a Global Systems Integrator, ISV & IBM Premier Business Partner headquartered at Edison, New Jersey, with 4500 employees spread across in offices in India, Middle-East, US, UK, Canada, France, Germany, Belgium, Malaysia and Singapore

SVP and Authorized Reseller, Solutions and Service provider for WebSphere Core, WebSphere Cast Iron, IBM Worklight, VDSB, IBM SmartCloud, Rational, DB2, IBM Softek Data Mobility Solutions (DMS), Cognos, ISS, Storage & Servers

Application Specific License for WebSphere sMash, WAS, WPS, DB2 Express, Rational Software

ZSL created Centers of Excellence (CoE) for Cloud, Enterprise Mobility and Big Data Analytics Computing with more than 100 subject matter experts specialized in SmartCloud Enterprise, Worklight and Cognos.

IBM Recognized ZSL's Innovations in the Cloud and Mobile Enterprise Enablement - Won Finalist Awards at Impact 2012

ZSL’s PowerCube DaaS, IBM OCCS-based Desktop Virtualization Solution Won Finalist CTO award at IBM Lotusphere 2009

Awar

ds &

Acc

olad

es

Suc

cess

Sto

ries

ZSL develops Web 2.0 assets 3 times faster with IBM WebSphere sMash

ZSL Implements IBM WebSphere Cast Iron to Cut 24-hour reporting delay to near real time

About ZSL

ZSL Ranked in 2011 InformationWeek 500 List of Top Technology Innovators Across America

ZSL Brings Mobility and Cloud Enablement to the Enterprise with IBM WorkLight Technologies, IBM SCE and IBM WebSphere CI

Reference

http://www.zslinc.com/ibm-recognized-zsl-innovations-in-cloud-and-mobile-enterprise-enablement.html



http://www.zslinc.com/ZSLs-PowerCube-DaaS-Honored-as-Finalist-for-IBMs-CTO-Award.html



ftp://public.dhe.ibm.com/common/ssi/pm/ab/n/wsc14194usen/WSC14194USEN.PDF

ftp://public.dhe.ibm.com/common/ssi/pm/ab/n/wsc14194usen/WSC14194USEN.PDF

http://www.zslinc.com/Pdf/ZSL-Implements-WebSphere-Cast-Iron-to-cut 24-hour-reporting-delay-to-near-real-time.pdf

http://www.zslinc.com/Pdf/ZSL-Implements-WebSphere-Cast-Iron-to-cut 24-hour-reporting-delay-to-near-real-time.pdf

http://www.zslinc.com/ZSL-Earns-a-Spot-on-2011-Information-Week-500-List-of-Top-Technology-Innovators-Across-America.html






http://www.zslinc.com/zsl-mobility-and-cloud-enablement-to-the-enterprise-with-ibm.html







Business Partner Profile – Mobile Foundation Customers will pay a premium to vendors with industry-specific expertise Mobile Business Partners… Know industry – trends, profiles, problems, and business needs

– Top industries are Banking, Healthcare and Retail Understand client and market buying patterns - Mobile is different:

– Transformational business models • Anytime, anywhere business transactions • Importance of social business interactions

– Faster lifecycles – More iterative – Requires open standards

Understand and speak the language of “Mobile” – i.e. App development using native and/or familiar web technologies, HTML5, CSS3, JavaScript – App delivery in variety of forms, Mobile Web app, Hybrid app, Native

Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities

– Understand and articulate the business-to-enterprise benefits – Understand and articulate the business-to-consumer or B2C space benefits

Can differentiate the advantage of the Mobile Portfolio versus the competition Have the expertise to extend customer applications across different mobile devices and infrastructures Business Partners must have cross-brand expertise

– Mobile is a top priority of the enterprise and IBM Business Partners can deliver comprehensive end to end mobile solutions for their clients

Partner Profile





Visit the WebSphere PartnerWorld Site to access Business Partner sales and marketing tools and other resources

Complete your WebSphere Business Partner profile Plan to maximize your profitability & your team’s education path


Authorized to resell WebSphere through Training & Certification.


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Worklight Certification Requirements:

WebSphere CORE Authorization Group Requirements

• PartnerWorld Partner Plan • 2 WebSphere CORE Technical Certs *

• 1 WebSphere Sales Cert • or have WS CORE approved VAP Solution

Resell Requirements Brand Family: IBM Mobile Foundation & IBM Worklight

Fulfillment system: Passport Advantage

• IBM Mobile Worklight Sales Mastery v1 M660 test will be available by July 30th

• IBM Mobile Worklight Technical Mastery v1 N31 test will be available by July 30th

Resources




IBM PureSystems Business Partner Guide Value Propositions

A New Era of Computing




Clients struggle to overcome barriers of time, cost & risk

Top Causes of Project Delays

Hardware Troubleshooting and tuning production environment

Integration, configuration and testing of the infrastructure

Installation, cabling and network access for the environment

Software Integration, configuration and testing of applications

Integration, configuration and testing of middleware

Configuration, build and deployment of applications

45%

45%

29%

41%

35%

34%

Phase Time (days) Budget

Specify/design 73 - 96 14% - 16%

Procure 57 - 112 19% - 21%

Implement 74 – 93 12%

Configure/test 74 – 80 10% - 11%

Cluster & HA 66 – 104 11% - 12%

Backup 44 – 108 10%

Tune 89 – 98 9% - 10%

Management 67 – 110 9 – 10%

34% of new IT projects (US) deploy late

Typical IT Project Time and Budget

From a commissioned study conducted by Forrester Consulting on behalf of IBM

Portfolio overview




Only 1 in 5 can allocate more than half their IT budget to innovation

Most efficient data centers Use of new technology: 86% first and fast technology adoption 58% move virtual machines to meet desired outcomes 93% use storage virtualization 87% use a storage service catalog (tiered storage)

Results:

Least efficient data centers Use of new technology: 43% first and fast technology adoption 1% move virtual machines to meet desired outcomes 21% use storage virtualization 3% use a storage service catalog (tiered storage)

Results:

65%

New projects

Maintaining existing infrastructure

35%

47%

53% New projects

Maintaining existing infrastructure

Source: 2012 IBM Data Center Study: www.ibm.com/data-center/study ( http://www.ibm.com/data-center/study )

Portfolio overview

http://www.ibm.com/data-center/study




Integration by Design Deeply integrating and tuning hardware and software – in a ready-to-go workload optimized system

Built-in Expertise Capturing and automating

what experts do – from infrastructure patterns to

application patterns

Simplified Experience

Making every part of the IT lifecycle easier - with integrated management of the entire system and a broad

open ecosystem of optimized solutions

The time has come for a new breed of systems Systems with integrated expertise and built for cloud

Portfolio overview




IBM PureFlex System Factory integrated and

optimized infrastructure Management integration

across compute, storage and networking – both physical and virtual No compromise design

with system level upgradability Designed for cloud with

flexibility and simplicity

IBM PureApplication System Optimized for

performance and virtualized for efficiency Designed for

transactional web applications and enabled for cloud Application-aware

workload management

A new family of expert integrated systems with: Built-in expertise to address complex business and operational tasks automatically Integration designed to accelerate system setup and application management Simplified lifecycle experience from purchase to maintenance

IBM PureSystems Portfolio overview




Simplified experience, single point of management across compute,

storage and networking

Integration by design to run systems for optimal performance and efficiency

Built in expertise to address complex business and operational

tasks automatically

Obtain access to a very broad and large market opportunity-grow your business

Incremental incentives from hardware and software to increase earning

potential

Accelerate the sales cycle and increase time to value for client implementations

Reduce IT sprawl , optimize workloads

Why Clients Want to Buy Why Business Partners Want to Sell

New high value consultative services opportunity and optimized solution sales delivery with leading

ISV offerings

IBM PureSystems Value Propositions




IBM PureSystems Business Partner Profile Partner Profile

Profile of Business Partner Reseller for IBM PureFlex System

Strong Blades, Sys x and/or Power Sales & Marketing Skills/Systems Mgmt. & Implementation skills

Ability to “value sell”– selling the value of the “integrated” platform

Understand full client value prop

Understanding of the following technologies – Networking – Virtual Fabric – Ethernet – Fibre Channel – Tivoli – TPM Virtualization - Systems & Storage – Cluster Control – High Availability – Energy Management – Fabric Management

Profile of Business Partner Reseller for IBM PureApplication System

Strong middleware skills

Skills in middleware virtual images and patterns including skills with IBM Workload Deployer

Sufficient skills and capabilities to support the PureApplication System sales process and the PureApplication System-specific PoC program.

– Ability to execute a PoT, PoC or BVA for components of the PureApplication System software stack

Solution offerings focused on web application server deployment or database capabilities

Expertise in workload consolidation and virtualization services

Demonstrable skills in application and systems migration projects





Visit the IBM PureSystems Site to access Business Partner sales and marketing tools and other resources


by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Use IBM PureSystems Enablement Maps to educate your Sales

and Delivery Teams & become SVP Authorized to resell IBM PureSystems.


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https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_sol_eis_index




https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_seller_map








Rational Business Partner Guide Value Propositions




Enabling product and service innovation

$14B Overall Market

Opportunity

Security

Application and process

Design, Development and Deployment

Architecture and design

Application development

Build and deploy

Real-time, embedded systems and software development

Compilers

Enterprise Modernization

Application modernization

Application portfolio management

Multi-platform development

Application Lifecycle Management

Design management

Build and deploy management

Quality management

Requirements management

SW change and configuration management

Complex and Embedded Systems

Systems engineering

Systems of systems engineering

Product line engineering

Real-time and embedded software development

Business Planning and Alignment

IT portfolio management

Enterprise and business architecture

Product portfolio management

Delivery and performance management

Market opportunity

Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.




© 2011 IBM Corporation1

Software and Systems Engineering | Rational

Innovation is increasingly being driven by software

Source: Mobile banking: A catalyst for improving bank performance, Deloitte, 2010;and This Car Runs on Code, Robert Charette, IEEE Spectrum, 2009.

Mobile banking will bethe most widely used bankingchannel by 2020, if not sooner

The average 2010 automobile contains more lines of software

code than a fighter jet



IBM has set the bar for software and systems engineering platforms

“GM’s use of the Rational platform will deliver business results in efficiency, time-to-market, quality, and overall customer satisfaction.”

Eric Gassenfeit, Global Director, Electrical, Controls and Software Development, General Motors

“For the 5th time in 6 years, Rational has achieved the top overall ranking in our 2010 Users’ Choice Survey on Software Development Platforms.”

Users Choice Survey, Software Development Platforms, Evans Data Corporation

“Rational has the best current offering… and continues to raise the bar on building a complete development and delivery platform.”

2010 Forrester Wave, Agile Development Management Tools Report

Rational Brand Value Proposition: Transform software and systems delivery to more effectively turn market requirements into innovative and profitable products and services, faster than the competition

Innovation is increasingly being driven by software

Realities can stall software-driven

innovation

Transforming software and systems delivery brings

about dramatic business results

Three key actions of transforming software

and systems delivery

Software-driven innovation

with IBM Rational Achieve break through

benefits with IBM

Jazz provides open collaboration across the software

and systems lifecycle

IBM has set the bar for software and systems

engineering platforms



RED

UC

ED C

OST

SST

RA

TEG

IC V

ALU

E

Open Platform for Data and Tools Integration and Automation

Business Planning and AlignmentMeasure business effectiveness of projects | Prioritize investments

Understand business value | Manage risk and impact of change

Design, Development and DeploymentRequirements | Architecture and Design | Development | Testing | Deploy and Release | Operations

Integrated Applicationand Systems Lifecycle Management

Collaboration across teams, roles, platforms and geographies

Security

Software-driven innovation with IBM RationalAddressing IT, systems, and enterprise modernization

Portfolio overview




Cloud

Rational Cross-IBM initiatives

Rational leads product and service innovation Integrated Product Management (IPM)

Rational-led Integrated Service Management (ISM) Tivoli-led

Rational plays a key role in: Cloud

Planning, Security, Develop and Test Smarter Computing

Enterprise Modernization Business Agility

Business Planning and Alignment Security (cross-framework)

IBM Secure by Design

2011 IBM Simplified Commercial Framework

x86 Systems

Cap

abili

ties

/ Wha

t IB

M S

ells

Competitive

Business Agility

Social Business

Product and Service Innovation

Smarter Computing

BAO

Value Propositions




Premier IBM Rational Business Partner, ISV, Reseller, Systems Integrator, Education Provider

Authorized across all Rational Brand products and covering all market segments within the United Kingdom & Ireland

IBM Software Platinum Achievement “Rising Star” Award at the IBM Software Partner College

TraceLine for DOORS listed in Global Solutions Directory and Ready for IBM Rational Software, Two VAP approved solutions. SVI and SVP Approved.

Case Study: Network Rail , - DOORS, UK Ministry of Defence - TraceLine™ for DOORS

Reference

“From a standing start, Integrate has achieved impressive sales growth…enabling many new customers to adopt and gain benefit from Rational products and has worked hard with… IBM to deliver the Rational systems

sales strategy. They are a great bunch of people to work with!”

…A Satisfed IBM Value Added Distributor

http://www.integrate.biz/news/news_014.aspx

http://www-304.ibm.com/partnerworld/gsd/scsolutiondetails.do?cd=BPAS&sbcd=&solution=37500&lc=en

http://www.integrate.biz/casestudies/EngineeringManagement.aspx

http://www.integrate.biz/casestudies/TraceLineInPractice.aspx




Rational: Reseller Business Partner Profile Partner Profile

Profile of traditional Reseller: Software License sales and/or Hosting Service as part

of their business model

Professional sales staff (customer facing) – Customer Facing – Telesales/Outbound calling

Marketing resource

Pre / Post Sales Technical resources – Ability to work with customers to understand their

business/technical problem and to provide solutions based on IBM offerings

– Specialized domain/industry knowledge

Commitment to obtaining certification and maintaining skills in Rational solutions

Willingness to collaborate with IBM Lab Services teams

Multiple offices or willingness to travel to support sales

Profile of high volume Reseller: 100% focused on IBM Solutions

Cross Brand sales capability

Unique solutions that leverage IBM Rational technology (and differentiate them from the stand alone IBM offerings)

Industry recognized certifications

Growth objectives: – Acquisitions – Multi-national

Resources (financial and staff) to invest in new/developing technologies





Visit the Rational PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your Rational Business Partner profile Plan to maximize your profitability & your team’s education path


Authorized to resell Rational through Training & Certification.


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Resources - Rational

Ready for Rational: Stephen Lauzon

Rational Business Partner Development & Sales Manager WW Chris Mowry

Rational Channels: North America Lead Mark Briggs

Rational Channels: Latin America Lead Jose Ramon Pena Toro

Rational Channels: North Eastern Europe Lead: Anat Samra Raunio

Rational Channels: South Western Europe Lead: Olivier Roubine

Rational Channels: Asia Pacific Lead: Jaya Mahadevan

Rational Channels: Japan Lead: Tomotaka Yoshikawa

Rational Business Partner Marketing: •Mark Masercola World Wide Lead

Resources













Security Business Partner Guide Value Propositions




Data

Network

People

Security Intelligence and GRC

Applications

Server and Endpoint

Worldwide Security Segment Opportunity Exceeds $73B by 2015

$0

$20

$40

$60

$80

2011 2015

Mar

ket S

ize

($B

)

Products Services

WW Security Products and Services Segment Opportunity (2011 – 2015)

WW Security Product Opportunity by Segment (2012)

Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

Market opportunity




Leading Products & Services in Every Security Segment Portfolio overview




Helping our customers optimize security with additional context, automation and integration

Solution Area: Security Intelligence and Analytics Portfolio Overview

QRadar SIEM • Integrated log, threat, compliance management • Asset profiling and flow analytics • Offense management and workflow

QRadar Risk Manager • Predictive threat modeling & simulation • Scalable configuration monitoring and audit • Advanced threat and impact analysis

QRadar Log Manager • Turnkey log management • Upgradeable to enterprise SIEM

QRadar Network Anomaly Detection • Network analytics, behavior and anomaly detection • Fully integrated with SIEM

Portfolio overview




People

Manage and extend enterprise identity context across all security domains with end-to-end Identity Intelligence

Portfolio Overview

IBM Security Identity Manager * • Automate the creation, modification, and

termination of users throughout the entire lifecycle • Identity control including role management and

auditing

IBM Security Access Manager Family * • Automates sign-on and authentication to enterprise

web applications and services • Entitlement management for fine-grained access

enforcement

IBM Security zSecure suite * • User friendly layer over RACF to improve

administration and reporting • Monitor, audit and report on security events and

exposures on mainframes.

Solution Area: People

* Solution package purchase options available

Portfolio overview




Solution Area: Data

Enterprise-wide solutions for assuring the privacy and integrity of trusted information in your data center

Portfolio Overview

IBM InfoSphere Guardium Product Family • Database Activity Monitoring - continuously monitor

and block unauthorized access to databases

• Privileged User Monitoring - detect or block malicious or unapproved activity by DBAs, developers and outsourced personnel

• Prevent Database Leaks - detect and block leakage in the data center

• Database Vulnerability Assessment - scan databases to detect vulnerabilities and take action

• Audit and Validate Compliance - simplify SOX, PCI-DSS, and Data Privacy processes with pre-configured reports and automated workflows

IBM Security Key Lifecycle Manager • Centralize and automate the encryption key

management process

• Simplify administration with an intuitive user interface for configuration and management

Portfolio overview




Solution Area: Applications

Reducing the costs of developing secure applications and assuring the privacy and integrity of trusted information Portfolio Overview

AppScan Enterprise Edition • Enterprise-class solution for application security

testing and risk management with governance, collaboration and security intelligence

• Multi-user solution providing simultaneous security scanning and centralized reporting

AppScan Standard Edition • Desktop solution to automate web application

security testing for IT Security, auditors, and penetration testers

AppScan Source Edition • Adds source code analysis to AppScan Enterprise

with static application security testing

Portfolio overview




Guard against sophisticated attacks using an Advanced Threat Protection Platform with insight into users, content and applications

Solution Area: Infrastructure (Network)

Portfolio Overview

IBM Security Network Intrusion Prevention (IPS)

• Delivers Advanced Threat Detection and Prevention designed to stop targeted attacks against high value assets

• Proactively protects systems with IBM Virtual Patch® technology.

• Protects web applications from threats such as SQL Injection and Cross-site Scripting attacks

• Integrated Data Loss Prevention (DLP) monitors data security risks throughout your network

• Network Anomaly Detection for predictive early detection of network threats, system mis-configurations and out of policy traffic

• Provides Ahead of the Threat® protection backed by world renowned IBM X-Force Research

IBM Security SiteProtector • Provides central management of security devices to control

policies, events, analysis and reporting for your business

Portfolio overview




Why IBM Security Systems?

Intelligence ● Integration ● Expertise

Unique and Comprehensive Security Framework

$1.8B investment in innovative technologies

6K+ security engineers and consultants Largest vulnerability database Award-winning X-Force® research Analyst-recognized leadership in every

segment

IBM Security Systems

Value Propositions




Business Partner Reference Reference

IBM Premier Level Business Partner in Partner World

SVP Authorized in all five IBM software brands

Track record of over 700 security engagements, and a world-class Support Services organization with over 100 long-term customers

Recipient of multiple IBM excellence awards:

• 2009 IBM Beacon Award For Delivery Excellence • 2008 Avnet Crystal Growth Award • 2010 IBM Beacon Award Finalist, Overall Technical Excellence. • Member IBM Security Global Advisory Board • Member Business Partner Advisory Council, Security Systems Division

http://www.encodeinc.com




Security Business Partner Profile

The ideal Business Partner for IBM Security Systems has a well-developed security practice selling across one or multiple security segments: Network/Threat, People/Identity, Application, Data or Security Intelligence.

Many of our Business Partners are specialists in one of those areas, bringing very deep skills and expertise to our customers.

Key cornerstones of a great security business are:

consultative selling approach

pre-sales technical support

deployment/implementation practice

New Business Partners must also be willing to participate in IBM incentive programs and invest in marketing and opportunity identification.

Partner Profile




Security Business Partner Resources

Sales Plays, Security Talk Replays, Sales Kits, Top Gun Prep, Certifications

ibm.com/partnerworld/security

Pre-packaged marketing campaigns – it’s easy!

Resources





Visit the Security PartnerWorld site to access Business Partner sales and marketing tools and materials and training

Complete your Security Business Partner profile

Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

Educate your sales and delivery teams & become SVP Authorized to resell security through Training & Certification.

Develop a marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing.

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http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_security_overview










Tivoli Business Partner Guide Value Propositions




Market opportunity

Did You Know?

5000+ Tivoli partners worldwide

>30% of all Tivoli sales are through our Business Partners

>50% of Tivoli storage sales are through our Business Partners

>67% of our General Business sales are through Business Partners

Overall Tivoli market opportunity in 2015 should be over $35B

Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

AutomationEAMStorage

Total market opportunity over $35B by 2015




Faster Delivery

Smartphones and 1.2 billion mobile employees by 2014*

1Billion Improved Reach

view cloud as critical to their plans*

90%

of digital content in 2012, a 50% increase from 2011*

2.7ZB New Insights

Intelligent business assets*

20B+ Responsive Operations

1. Technology factors 2. People skills 3. Market factors 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 7. Socio-economic factors 8. Environmental issues 9. Geopolitical factors

Factors impacting organizations:

Mastering technology is the key to rethinking IT and reinventing business

Market opportunity

* Data sources noted in speaker notes




Speeding service delivery from 45 days to

20 minutes

Recognizing & repairing over 50% of issues before

operations impact

Increasing sales with new promotions from

15% to 75%

Reducing the time it takes to backup critical

data by 80%

Optimize with Cloud

Deploy Smarter Physical Infrastructures

Extend to Mobile Devices

Protect & Manage Data

IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships…

Portfolio Overview

Source: Tivoli Client Reference Database, various client references




Service Delivery & Management Capabilities

Optimize with Cloud

Deploy Smarter Physical Infrastructures

Protect & Manage Data

Extend to Mobile Devices

IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success.

Portfolio Overview




Value Propositions - Tivoli Value Propositions

Best Service Delivery Products Skills: Tivoli Virtual Sales Academy Comprehensive Sales Plays

Access to Experts: Tivoli Accreditation Increased Lead Passing: LPDE, PAS, NLLB Small Deals and Cost Buster solutions

More Incentives - SVI Multiple Options - SVP Simplified Processes

ENGAGE

ENABLE

EARN

Leverage IBM Aircover – POE

Plays for Your Success

Tools to Grow Your Business

Web Marketing

Sponsored by IBM Purchased by IBM Created by Fans

twitter

facebook

You Tube

Linked in

boom info CNBC




Winning isn't everything, it is the only thing!

Reference slide

Reference

STORServer Channel Management STORServer’s IBM ASL representatives Tivoli Brand folks Meridian IT Reseller

IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health.

STORServer At Bellin Health

Challenge: Bellin Health was facing a data management problem not unlike many health care providers are experiencing. Rapid growth in data was starting to tax the current infrastructure, including their old BackupExec system. Objective: To replace a legacy system tied to the facility’s old electronic medical record system. Solution: STORServer Backup Appliance

Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente. Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Front-safe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers.

Front-safe at al dente The leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup.




Tivoli Business Partner Profile Partner Profile

Profile of traditional Reseller Value driven, implementation-

oriented; offers value added expertise, including: – Education – Services (cloud, installation, configuration,

migration, etc)

– Offerings Built on Tivoli (cloud, automation, asset management, security, storage)

Manage complex project engagements well, including competitive take-out situations

Run Co-marketing engagements to generate opportunities

Engages with IBM Marketing activities

Profile of high volume Reseller Velocity driven, transaction-oriented

Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals

Generate leads by prospecting new customers

Strives to maintain digital marketing tactics

Takes advantage of IBM’s Co-marketing and conference benefits to generate opportunities

Leverages IBM Marketing resources

Understands lead competitors: EMC, CA, HP, etc.





Visit the Tivoli PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your Tivoli Business Partner profile Plan to maximize your profitability & your team’s education path


Authorized to resell Tivoli through Training & Certification.


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http://www.ibm.com/partnerworld/wps/pub/overview/B7007PW












WebSphere Business Partner Guide Value Propositions




2012 WebSphere Opportunity by Pillar

119

AIM Market Trends October 2011

Application & Integration Middleware Software Markets $16B in 2012

Market opportunity

Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.




Agile processes and decisions Rapid, adaptable integration

Unbounded applications Flexible and intelligent Infrastructure

WebSphere Capabilities Enable Business Agility With IBM’s help, customers can And must continue to transform to grow

Portfolio Overview




Why Sell/Value Propositions Why Team with WebSphere WebSphere can help you enhance your profitability and increase your ROI

Large Customer Base WebSphere has over 100,000 clients, and over 7,400 Business Partners 93% of the Fortune 100 use WebSphere

Leading Platform Approximately $5 trillion worth of application investments currently reside on IBM systems and

software and nearly 80% of all transactions go through WebSphere software WebSphere is the market-leading Internet infrastructure software, or middleware, for creating,

running and integrating on-demand e-business applications across a variety of computing platforms IBM. IBM has a portfolio of comprehensive enterprise mobile capabilities

Award Winning Products The Forrester WaveTM: Business Process Management Suites, Q3 2010 report names WebSphere

BPM one of the strongest sets of BPM capabilities in the market today Gartner has once again named IBM as the worldwide market share leader in the application

infrastructure and middleware (AIM) software segment Information Security magazine ranked IBM DataPower XML Security Gateway XS 40 as the "Gold"

market leader in its annual reader's survey for the second consecutive year (April 2008).

Value Propositions




Premier IBM Business Partner, ISV, Reseller, Systems Integrator, Education Provider

Authorized across all IBM brands, multiple Industries & within WebSphere Core, BPM & Mobility categories

Achieved IBM’s Highest Level Technical Expertise Rating of 5

Winner of over 10 IBM Awards including 2012 Beacon Award for Business Agility

Over 25 Solutions available in the IBM Solutions Directory

Helping customers IDP, Horizon BCBS of NJ, BCBS of MA, Honeywell and more go Mobile

Prolifics WebSphere BPM, SOA , Integration, Connectivity & Mobility Case Studies

Reference

“Over 10 years ago Prolifics made a strategic decision to align with IBM and WebSphere. Growing by over 450% in the last decade, it was clearly a turning point in our company’s history and one we would not have achieved without the support of IBM, the WebSphere brand, and the programs that support the IBM business partner community. ” Devi Gupta, VP of Marketing

Video Case Study: Post-N-Track Video Case Study: Equinox Fitness PDF Case Study: Mothercare

Video Case Study: Horizon BCBS of NJ PDF Case Study: IDP PDF Case Study: mBlox

http://www.youtube.com/watch?v=pdVAZQa4Ycs

http://www.youtube.com/watch?v=AYyzUJQV4-0

http://www.prolifics.com/Collateral/Documents/English-US/case-studies/cs_Mothercare_IBM.pdf

http://www.youtube.com/watch?v=lTbnO_YAU_4&lr=1&feature=mhee

http://www.prolifics.com/Collateral/Documents/English-US/case-studies/cs_IDP_InsuraSphere.PDF

http://www.prolifics.com/Collateral/Documents/English-US/case-studies/cs_mblox_ibm.PDF




WebSphere Business Partner Profile Partner Profile

Profile of Business Partner Reseller for IBM Business Process Management

Project selling model -- tightly coupled with an application – high repeatability and volume implementation/ integration

Strong solution selling competency to new prospects

Understand cross-functional business process flow and use cases

Ability to identify integration requirements

SOA skills

Understanding of cross-functional business process flow and use cases

Profile of Business Partner Reseller for IBM WebSphere Application Server –

Application Infrastructure Writes applications requiring an application server such as

Independent Software Vendors (ISVs) or companies who deploy systems projects such as Systems Integrators (SIs).

Web Serving Applications (big and small)

Migration from Open Source or Oracle web servers

Specific projects running on single servers

Java applications running on single and multiple distributed servers and/or z native as well as Linux on z

Profile of Business Partner Reseller for IBM Mobility Know industry – trends, profiles, problems, and business needs

Understand client and market buying patterns and understand and speak the language of “Mobile”

i.e. App development using native and/or familiar web technologies, HTML5, CSS3, JavaScript

App delivery in variety of forms, Mobile Web app, Hybrid app, Native

Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities

Understand and articulate the business-to-enterprise benefits

Understand and articulate the business-to-consumer or B2C space benefits

Can differentiate the advantage of the Mobile Portfolio versus the competition

Have the expertise to extend customer applications across different mobile devices and infrastructures





Visit the WebSphere PartnerWorld Site to access Business Partner sales and marketing tools and other resources



Authorized to resell WebSphere through Training & Certification.


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Thank you!

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Disclaimers:

© Copyright IBM Corporation 2012

IBM Corporation Software Group Route 100 Somers, NY 10589

Produced in the United States of America August 2012 All Rights Reserved

IBM, the IBM logo, ibm.com and PartnerWorld are trademarks of International Business Machines Corporation in the United States, other

countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml.

The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.

References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth, savings or other results."

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