MBS Information Management (IM) Guide to IBM IM...

MBS Information Management (IM) Guide to IBM IM Certification Let MBS navigate you to maximum margin The certification roadmap from IBM and MBS drives your business to maximum margins on IBM Information Management (IM) Software. Version 7 – August 2008

MBS Guide to IBM Information Management Certification of 21 Version 7 – August 2008

Benefits of IBM Information Management Certification .........................3

Introducing the SVI certification program .............................................4

The IM Business Partner Certification Process .......................................5

Accessing online IM Sales 201 training material...................................... 6

Sitting IM Sales 201 Exam................................................................. 10

Adding Prometric Testing ID to your PartnerWorld Profile ....................... 13

How does the ‘you pass we pay’ program work?..................................18

What is the cost to purchase the IBM PartnerWorld Value Package? ...19

Where can I find IBM resource material on the web?...........................20

Contact Details.....................................................................................21

Meier Business Systems Pty Ltd ...........................................................21


Benefits of IBM Information Management Certification

The benefits of IBM Information Management (IM) certification for Business Partners are numerous. Among the many benefits, 3 stand out that assist certified IBM Business Partners build their business:

1. Co-marketing funds to generate more leads 2. Proactive pre-sales and sales assistance 3. Increased margin on product sales & maintenance renewals

IBM Business Partners who certify their sales professionals and technical engineers in IBM IM are eligible for extra margin on all IBM IM software sales and maintenance renewals.

IBM Business Partners who have certified have also reported increased employee competence and productivity in selling and implementing IBM Software products. Business Partners who invest in IBM Software certification also experience a quick return on their training and certification investment as investing in their employees skills brings improved employee morale, confidence and productivity, while increasing their bottom line.

MBS, as an IBM specialist IM Software Distributor, is working closely with IBM Business Partners like you, to achieve IBM Software certification quickly and easily.

The business and technical benefits of certification include:

Business Reasons Technical Reasons

Co-marketing funding Access to technical and product information

Maximum margin on all sales On-line training and education tools

Invitations to MBS partner conferences Preferential referrals from IBM Software Group Services

Special bidding on large opportunities Access to mentoring and shadowing programs

Peer recognition

Please note that these benefits are only available to certified partners who purchase IM through a specialised IM distributor - MBS.

MBS Guide to IBM Information Management Certification of 21

Introducing the SVI certification program

Software Value Incentive (SVI) is an IBM program, which could provide up to an additional 20% margin on top of the existing margins mentioned above for certified partners that identify and influence a sales opportunity. In 2006 there were 65 Business Partners registered for the program, by mid February 2007, 36 opportunities have been approved and over USD 1M paid. SVI rewards Business Partners for the value they contribute to each stage of a sale. It allows a Business Partner to be recognised and earn fees based on their performance in the opportunity identification and sales cycle. Business Partners use the Global Partner Portal (GPP) to submit opportunity documentation.

Business Partner Eligibility To participate in the IBM SVI Program, the IBM Business Partners must:

• Needs to be an approved member of IBM PartnerWorld® at any membership level • Needs to have 2 software technical and 1 other software certification across their organisation

Note: eligible certifications are those that count towards PartnerWorld premier/advance level • Needs to have one technical certification for each brand submitted in a given opportunity

(beginning in 2Q, 2007 with release 3.0 of the tool)

Version 7 – August 2008


The IM Business Partner Certification Process You must be registered for PartnerWorld to access all IM Certification material. Registration is free at www.ibm.com/partnerworld In order for the IBM Business Partner to qualify as an IBM Information Management Certified Business Partner, the following requirements must be satisfied:

1. Must be registered with PartnerWorld 2. Purchase The IBM PartnerWorld Value Package 3. 1 person at each sales location must pass the IM Sales Mastery Test M121 4. Only 1 person (nationally) must pass 2 x IM Technical Certifications

(Eligible IM Technical Certifications are shown on the roadmaps below) 5. Provide a customer reference story on a successful engagement

The IM Sales Certification The IM Sales Certification roadmap is * shown here and there is also an overview of the DB2 Information Management Sales 201 content and exam. From the IM Sales Certification roadmap, there are several levels of skill that can be achieved, depending on the role within your organisation. For the IM Sales Certification to qualify towards your organisations full IM Business Partner Certification, it is necessary to achieve Skill Level 3, Information Management Sales 201. Achieving Skill Level 3 in IM Sales, has a minimum of two steps:

- Studying the on-line Information Management Sales 201 course material - Successfully completing and passing the on-line Information Management 201 Sales

Mastery Exam. As you are probably aware, the on-line resources available to IBM Business Partners is extensive. One of these resources is the IBM Virtual Innovation Centre (VIC), which is only accessible to registered members of IBM PartnerWorld. Within the VIC are resources to assist with ongoing training and support, both from a technical and sales viewpoint. Some of the resources available include:

- One-on-one guidance for development projects during all stages - Interactive online courses - Virtual and classroom-based workshops

It is in the VIC that we will be able to access the IM Sales 201 course material. You can logon to the VIC from this link. Once you have successfully gained access to the VIC, the following procedure will walk you through the menus for the available course material.

Requires IBM PartnerWorld membership in order to access this online content


http://www.ibm.com/partnerworld

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/tac_sel_db2slns_081204.html

https://www-304.ibm.com/jct09002c/partnerworld/mem/learn/tac_db2_im_101.html

http://www-03.ibm.com/partnerworld/vic/


Accessing online IM Sales 201 training material Before being able to get access to the online training material, you will have to be a member of PartnerWorld, so please ensure that you have your PartnerWorld username and password handy before following these procedures. The online IM Sales 201 training material is available through the IBM Virtual Innovation Centre (VIC), which is a section of the PartnerWorld community. The VIC can be accessed using through this link: http://www-304.ibm.com/jct09002c/isv/welcome/vic.html

Once you are logged into the VIC, you will see in the left hand menu, the ‘Product selections’ option. The content that is available to you in the VIC is dependent on which products you have selected as part of your interests.


http://www-304.ibm.com/jct09002c/isv/welcome/vic.html


Click on this menu item, and you will see a list of products/technologies that you have already selected, though if this is the first time that you have signed into the VIC, there is probably nothing showing in the list. Go through the list, and select any products that you may be interested in, or would like to access any material for. To be able to access the IM Sales 201 online material, you must ensure that under the heading 'Product Information for Sales' the 'Information Management Sales Focus' option is checked.

Once you have completed all of the selections, click submit. In the left hand menu, there will be a menu selection for ‘Selling Resources’. Clicking on this bring up a list of selling resources, relevant for the products that you selected. Highlight ‘Product information for sales – Information Management sales focus’ in Step 1, and in Step 2, choose the ‘Resources Option’, then click on submit.



On the subsequent page, click on the ‘Sales Education Roadmaps’ and then in the list should be a course called ‘New Course – Information Management 201 Sales.

Clicking on this link will launch the online course for the Information Management 201 Sales Mastery course.



It is important that the Introduction and Modules are all thoroughly worked through, as the exam will cover aspects from each module. The IM Sales Certification exam is an ‘open book’ exam, so you are welcome to keep a reference to this course material available while doing the exam. After completing the course, it will then be time to do the exam and thus achieve your Information Management sales certification.



Sitting IM Sales 201 Exam Once you have completed the training material, and are ready to complete the IM Sales Certification 201 Exam, it is necessary to proceed to the testing site. All of the IM Certifications, whether sales or technical based, are conducted by an external organization called Prometric. For this sales certification, it is possible to complete the exam from any internet access point, whereas for technical certifications, it is a requirement that you attend a Prometric testing centre and conduct the certification under exam conditions. The Prometric testing site for IBM can be accessed using http://ibt.prometric.com/ibmtesting

If not already registered with Prometric, it will be necessary to register, and get a Prometric Testing ID. This Prometric Testing ID is very important, as it will have to be added to your IBM PartnerWorld profile, so that IBM is able to recognize that you have successfully passed the Sales Mastery Certification.


http://ibt.prometric.com/ibmtesting


Once you have registered and logged into the site, you will be presented with a Main Menu.

When you are ready, you can choose the ‘Take Test’ option, and you will go through the test selection process, to select the test you are wanting to take. In Step 1, select under Public Tests, the option ‘PartnerWorld for Software Sales Mastery Tests’ and choose submit.



Expand the appropriate language choice in Step 2, and click on the ‘M153 Information Management Sales Mastery Test v2 - English (US)’.

A summary of the test you are about to take will appear, and wait for your confirmation before proceeding. If you have selected the correct test, and are fully prepared to do it, then click on the ‘Take This Test!’ button.

The test will then proceed. Once you have completed the test, you will be immediately given your result, and a confirmation email will be sent as well.



Upon completing the test, you will be presented with a result screen, showing the score that you achieved, and whether or not you have passed the certification. If you have successfully passed, then there is also the opportunity to print and/or download a certificate. In addition to the results screen, an email will be sent to the email address associated with your Prometric Testing ID, giving a summary of the results.

Adding Prometric Testing ID to your PartnerWorld Profile Now that you have successfully completed your IM Sales Certification, it is necessary to ensure that the Prometric Testing ID you have been issued, is correctly added to your IBM PartnerWorld Profile. Following are the steps that can be used to ensure your Prometric ID has been added. Firstly, logon to the IBM PartnerWorld website (http://www.ibm.com/partnerworld) using your existing IBM PartnerWorld username and password.

Once logged into the IBM PartnerWorld site, you will see on the right hand side of the site, a menu with the option to ‘Update your profile’. Clicking on the link will take you to the ‘Update Profile’ page. Scroll down the page till you get to the section titled ‘Update your personal profile’.

In the ‘Update your personal profile’ section, click on the ‘Update your employee profile’ link. This will allow you to update the details in PartnerWorld relating to your personal record.




On the resulting ‘Employee Profile’ page, click on the link to ‘Update your personal Information’.

After clicking on this link you will be presented with a screen showing the main contact details that are currently on file. Below this summary information, you will see links that allow you to adjust various parts of your profile. The particular section that we are interested in is the ‘Skills and certifications’ section of your profile.

Click on the ‘Skills and certifications’ link so that we can adjust the information that is contained in this section of the profile.



Any existing Candidate ID’s that you have entered will be shown here. If your existing Prometric Testing ID is listed already, there is no need to make any further changes, you can just exit out of the PartnerWorld Profile editing, and your new sales certification will be recognised. If your Prometric Testing ID is not listed, then click on the ‘Add a Candidate ID’ link, enter your Prometric Testing ID, taking care to ensure the case and all of the digits are entered, save the changes, and then once the change has been actioned by IBM PartnerWorld, your new Sales Certification will be recognised.

The IM Technical Certification For specific Role based training paths, see the Information Management Role-Based Training Paths Generally, for each of the product groups within the IM portfolio (e.g. DB2 UDB, Content Management etc) there is a separate Professional Certification roadmap, outlining the requirements. e.g. DB2 Universal Database V9- ftp://ftp.software.ibm.com/software/data/education/roadmapV9.pdf The Business Partner Certification requirements are satisfied by an individual gaining two technical certifications. Generally the first certification is the "IBM Certified Database Associate – DB2 9 Fundamentals", see here. The certification is a common prerequisite for further IM certifications. Recommended educational resources for the certification Exam 730 can be found here, whether these be class-room based course, online instructor, or self-paced online tutorials. To complete technical certification the person who holds the first technical certification must then pass the remaining exams in a certification roadmap or pass a second IM Technical Certification if the roadmap has only one exam.


http://www-306.ibm.com/software/data/education/roadmaps.html

ftp://ftp.software.ibm.com/software/data/education/roadmapV9.pdf

ftp://ftp.software.ibm.com/software/data/education/exam-730.pdf

http://www-03.ibm.com/certify/tests/edu730.shtml


How does the ‘you pass we pay’ program work?

PartnerWorld for Software Program Level

‘You Pass, We Pay’ or ‘You Test, We Pay’

Premier

Up to $50,000 USD per company when eligible certification is achieved (YPWP) or eligible Certification tests passed (YTWP) with up to $6000 USD per individual.

Advanced

Up to $15,000 USD per company when eligible certification is achieved (YPWP) or eligible Certification tests passed (YTWP). Of this a maximum of $6000 USD may be claimed by any one individual.

Member *

Up to $6000 USD per company when eligible certification (YPWP) is achieved or eligible Certification tests passed (YTWP).




hat is the cost to purchase the IBM PartnerWorld Value Package?

aining reimbursement, no additional charge software downloads and technical support

00 for Advanced level and AUD $530,000 for remier level. Specific Value Package benefits include:

W

• Purchase the IBM PartnerWorld Value Package for USD $2000 for added benefits includingtr

Through purchasing the Value Package for USD $2000, you can access additional benefits worth an estimated AUD $130,000 for member level, AUD $400,0P


Where can I find IBM resource material on the web? • IBM Information Management (IM) home pages: http://www.ibm.com/software/data

• Official Web site of IBM Professional Certification: www.ibm.com/certify

• Top level for all IM certification pages: http://www.ibm.com/software/data/education/

• IBM Virtual Innovation Centre (VIC): http://www-03.ibm.com/partnerworld/vic/

• IBM PartnerWorld: http://www.ibm.com/partnerworld

• IBM Testing Prometric Testing Site: http://ibt.prometric.com/ibmtesting

• To register for a certification test, or to locate the test centre nearest to you, contact the following: www.prometric.com

• To find IBM Education & Training offerings: http://www.ibm.com/services/learning

• IBM PartnerWorld University online education and Training: www.ibmweblectureservices.ihost.com/pwu

• Additional information about Training and Certification for IBM Business Partners: http://www.ibm.com/partnerworld/pwhome.nsf/weblook/tac_index.html

• Tutorials, courses and roadmaps (library includes over 300 free tutorials): http://www.ibm.com/developerworks/training

• Courses for IBM software offered by approved Business Partners: www.ibm.com/software/partners/educationcenters/schedule.html

• Courses offered by Business Partner Executive Institute: www.ibm.com/ibm/palisades/bpei

• IBM Redbooks can help prepare for certification: www.ibm.com/redbooks

• Stay current by visiting the IBM publication center: http://www.elink.ibmlink.ibm.com/public/applications/publications/cgibin/pbi.cgi

• To learn more about conferences offered by IBM IT Education (Certification testing is often offered at these conferences): www.ibm.com/services/conf

• http://www.dbazine.com/db2/db2-disarticles/fosdick9 - article on IBM DB2 exams in general


http://www.ibm.com/software/data

http://www.ibm.com/certify

http://www.ibm.com/software/data/education/

http://www-03.ibm.com/partnerworld/vic/


http://ibt.prometric.com/ibmtesting

www.prometric.com

http://www.ibm.com/services/learning

http://www.ibmweblectureservices.ihost.com/pwu

http://www.ibm.com/partnerworld/pwhome.nsf/weblook/tac_index.html

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

http://www.ibm.com/software/partners/educationcenters/schedule.html

http://www.ibm.com/ibm/palisades/bpei

http://www.ibm.com/redbooks

http://www.elink.ibmlink.ibm.com/public/applications/publications/cgibin/pbi.cgi

http://www.ibm.com/services/conf

http://www.dbazine.com/db2/db2-disarticles/fosdick9


Contact Details Responsibility Contact E-Mail Office Mobile

IM Sales Manager Ken Chester [email protected] (02) 9954 5000 0437190066

Marketing Communications + Sales Cathy Seers [email protected] (02) 9954 5000 0412676998

Pre Sales Technical Chris Day [email protected] (02) 9954 5000 0400906102

Business Development Martin Meier [email protected] (03) 9571 3111 0412511881

IBM IM Sales Specialist Claude Li Chiang [email protected] (02) 9463 5263 0412292355

Meier Business Systems Pty Ltd

Melbourne 50-54 Grange Road Carnegie, VIC, 3163 Phone: +61 3 9571 3111 Fax: +61 3 9571 3222

Sydney Suite 1304, Level 13, 83 Mount Street, North Sydney, NSW, 2060 Phone: +61 2 9954 5000 Fax: +61 2 9954 5100

Website www.mbs.net.au

ACN 050 194 851 ABN 46 050 194 851

Published August 2008, ©2007-2008 Meier Business Systems all trademarks are the property of their respective owners. Whilst every attempt has been made to ensure that the information in this document is accurate, in no event will MBS be responsible or liable, directly

or indirectly, for any cost, damage or loss caused, or alleged to be caused by or in connection with the use of or reliance on any such information.


http://www.mbs.net.au/

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