September 2012

IBM Software Business Partner Guide

© 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 Guide – Table of Contents
How to Make Money Selling IBM Software

IBM Strategy and the Software Opportunity

Getting Started

Software Value Propositions

Business Analytics
Collaboration Solutions (Lotus)
Industry Solutions
Information Management
Mobile Foundation
PureSystems
Rational
Security
Tivoli
WebSphere
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2 © 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.
 Join the IBM Software Team TODAY
and Increase Your Profit Potential
 IBM Software Business Partners have higher overall satisfaction

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

36% more gross

profit per deal
 15:1 increased profitability  9:1 increased revenue due
due to IBM Software Value Plus to IBM Software Value Plus
Authorization Authorization
36%

 Up to $50K “You Pass, We

Pay” course and test Competitors IBM
 Revenue from <$100K
reimbursement for Premier Gross Profit leads passed averages $1M
from Middleware Deals
Business Partners

 Rich IBM Software incentives reward Business

Partners for value-add, influence and referral
Click here for Table of Contents
Source: 2009 IBM Software Business Partner Profitability Study, 2010 IBM Business
3 Partner Diagnostics Survey, 2011 IBM SVP Program Assessment, competitor websites © 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.
Why Become an IBM Business Partner
Why Team with IBM Why Invest and Grow with IBM

Highly rated compensation package for Exploit the market pull of the industry’s largest and well
maximum cash flow and return on investment (with recognized IT solution vendor for more business opportunity,
additional rewards for mid-market focus and value-add) with a comprehensive, technically advanced portfolio of
infrastructure software

Comprehensive technical resources, education Improve customer responsiveness with comprehensive,

and enablement to build expertise and minimize your cost-effective accessible technical support with access to
cost via PartnerWorld, the no-cost Virtual Innovation 24 hour multi-format technical resources and enjoy
Center, or advanced support via Techline.
rewards through the IBM’s certification program

Leverage IBM Software Grow your IBM Software business with revenue multipliers
marketing resources quickly and easily with cost-effective, judged highest in the industry by BPs. Enjoy significant up-sell/
personalized campaigns and help from our expert cross-sell and annuity revenue opportunity, and leading
agencies and Marketing Centers.
financing options for competitive advantage.

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.

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

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5 © 2012 IBM Corporation
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PartnerWorld Incentives for Software Business Partners
IBM Software Business Partners have a wide range of profit opportunities including cross
sell, influence, resell and bundled solution resell
Cross Sell Resell and Influence Solutions Bundled Solutions

Solution Accelerator
Software Value Plus Industry and Capability Application Specific
Incentive
(SVP) Authorization License (ASL)
(SAI)
 Global program for HW &  Global program for SW  Recognition for expertise  Resell model for lightly
SW resellers resellers / influencers: in providing client embedded and bundled
 Earn a Base Reward for  Consistent requirements solutions, based on key solution offerings
selling IBM hardware and and benefits in all IBM Software products  Business Partner owns
software together countries for Product  Industry: covers key client relationship,
 Earn a Solution Bonus Group authorizations Industries (Finance, including the license
Reward for selling an  Incentives for resale and Banking, Manufacturing…) agreement
IBM-defined solution influence for all client  Capability: Security,  Single point of contact –
 Claim is made through opportunities Cloud, Social Business, sales and support
IBM SW VADs  Software Value Incentive Smarter Commerce,  Business Partner earns
(SVI): Incentives for Business Analytics & other via discount on product
 Minimum revenue level
Business Partner high growth solution areas sales for both initial sales
(hw + sw) for a claim is
$20K USD opportunity identification  IBM Business Partner Mark and annual renewals
and progression  Earnings opportunity from
 Earnings opportunities
from 15% to 30%  Earnings opportunities 20% to 30%
from 5% to 50%+

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6 Source: IBM Software SVP, SVI, Value Advantage Plus (VAP), SAI and ASL Program Operations Guides on IBM PartnerWorld © 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.
 How do I Make Money Selling IBM Software?
IBM offers multiple programs to help you increase your Margin
Business Partners can earn incentives ranging from 5% - 60%

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

Facts:
Facts:SVI/VAP
SVI/VAPparticipating
participatingBusiness
BusinessPartners
Partnersare
are50%
50%more
morelikely
likelyto
toreport
reporthigh
highgross
grossprofit
profit
margins (>20%) on middleware deals than non-participants
margins (>20%) on middleware deals than non-participants

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7 Source: 2009 IBM Software Business Partner Profitability Study © 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.
 Supporting Business Partners with the Right Tools

Business Partner Grow Your Business Profitability Tool

Locator Tool Tool

Web Content
Ready to Execute Co-Marketing
Syndication
Campaigns

Financing a Smarter
Planet

Midmarket Asset Gallery Getting Started with

IBM Global Financing
and Assessment Tool Social Media

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8 © 2012 IBM Corporation
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Technical Support to help you get to Market Fast!

Early Access
IBM Solution IBM
PartnerWorld Software PartnerWorld
Innovation Assurance IBM SWG developerWorks IBM Industry Support
Selling Solution Resources for Value Package
Centers
Technical and Product Frameworks Assistant
Resources Training Delivery Guide Developers benefits
Assessment

PartnerWorld IBM Business

IBM Software Technical PartnerWorld
PartnerWorld Partner
Acquisitions Support Software Value
Communities Innovation
Resources Plus
Centers

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9 © 2012 IBM Corporation
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Help Build Smarter Profits
IBM Supports You and Your Business End-To-End

“IBM’s Business
Partner program is
among the top few
in the industry, if
Industry Leading Exceptional Worldclass
not the top
Products, Solutions Profit Model for Enablement and Go-
program.”
and Services Business Partners to-Market Support
Darren Bibby, IDC

Leading Technology New Revenue Streams Demand Generation

Training & Skill Building Market Awareness Technical Support

$2B IBM Annual Channel Investment

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10 Source: IBM Internal Reports © 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.
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 Let’s Build a

Smarter
Planet
IBM Software is on-track to Together
contribute as much as half of IBM’s
profits by 2015 Click here for Table of Contents
Source: IBM Market Insights , 2015 Total IT Opportunity, 1H12 This report is based on internal IBM analysis and is not meant to be a
11 statement of direction by IBM nor is IBM committing to any particular technology or solution. © 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 is Investing in Software and Growing…

Business Know-how and 5,500+

Technology Innovation High Value
Software
Accelerate the Journey Business
Partners
75,000
Business Partner
Technical
Certifications
25,000
Developers
in 43 labs
11,000
Technical
Professionals
25 Acquisitions • #1 in middleware market share
Announced
Since 2010
• Largest enterprise software company
• Software revenue has nearly doubled
and profit more than tripled since 2000

Source: IBM Annual Reports, Investor Day Briefings, and IBM PartnerWorld Click here for Table of Contents
12 © 2012 IBM Corporation
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A transformed software portfolio
IBM meets clients’ business and IT needs by industry and role
Industries

Banking Energy Government Healthcare Education Transportation Retail Communi-

cations
Functions/roles

Marketing Finance Human Supply chain Executive IT

CMO CFO resources CHRO CSCO CEO CIO

Business and IT needs

Turn Deepen Enable Deliver Accelerate Optimize IT Manage risk,
information engagement the agile enterprise product and and business security and
into insights with customers, business mobility service infrastructure compliance
partners and innovation
employees
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13 © 2012 IBM Corporation
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IBM Software market opportunity by business need
52% of the opportunity comes from two needs, while Enterprise Mobility spurs the highest growth 2012-15

2012 Total Market Opportunity $147B 2012-15 Relative Growth by Business Need
($5B not captured with a capability)

Deliver Enterprise Mobility

Manage Risk, Not Included

Security and Deepen Engagement with
Compliance Customers, Partners, and
Employees
Turn Information
Into Insights
Optimize IT and
Manage Risk, Security and
Business
Compliance
Infrastructure

Accelerate Turn Information Into

Deepen
Product & Insights
Service Engagement with
Innovation Customers,
Partners, and Optimize IT and Business
Employees
Enable the agile Infrastructure
Deliver busines
Enterprise
Mobility Enable the Agile Business

Accelerate Product &

Service Innovation
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.
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14 © 2012 IBM Corporation
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 IBM’s software portfolio is unmatched in the breadth
and depth of it’s capabilities to solve business needs

IBM Software serves

47 technology segments with
4500+ products

 Business Analytics  Mobile Development and

Deliver
 Data Management enterprise Connectivity
Turn  Big Data
information mobility  Mobile Management and Security
 Data Warehousing
into insights


Enterprise Content Management
Information Integration
IBM Software products
Accelerate
and Governance
product and
service
 Application Lifecycle Management
 Complex and Embedded Systems roll up to a core set of
innovation  Enterprise Modernization
28 capabilities that form
 Social Collaboration
Deepen
 Unified Communications
engagement
with  Web Experience
customers,
partners and


Commerce
Enterprise Marketing
Optimize IT and
business
 Cloud and IT Optimization
 Asset and Facilities Management
the building blocks of
Management
solutions that address
employees infrastructure  Enterprise Endpoint Management
 Smarter City Operations

 Business Process Management

 Connectivity, Integration and Manage risk,


Identity and Access Management
Data Protection business needs
Enable the  Application Security
Service-Oriented Architecture security and
agile business  Infrastructure Protection
(SOA) compliance
 Application Infrastructure  Security Intelligence and
Compliance Analytics

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15 Source: IBM Market Insights © 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.
Significant potential growth opportunities for IBM
Business Partners aligned to client business needs
2015 IBM Software Market Opportunity by Business Need and Capability

Business Turn Information

into Insights
Deepen Engagement with
Customers, Partners and
Enable the
Agile
Deliver Accelerate
Enterprise Product
Optimize IT
and Business
Manage Risk,
Security and
Need Employees Business Mobility and Service Infrastructure Compliance
Innovation
2015 Market Size 2012-15 CAGR
$25 30%

2015
Market 2012-15
Size ($B) CAGR

$0 0%

Capability

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 Click here for Table of Contents
be a statement of direction by IBM nor is IBM committing to any particular technology or solution.
16 © 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.
Common answers for diverse needs
Seize new marketplace opportunities on a smarter planet

Smarter Cloud and IT Social Security

Analytics Optimization Business

Smarter Product and Business Smarter

Cities Service Agility and Commerce
Innovation Mobility

IBM software helps you do it.

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17 © 2012 IBM Corporation
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 2012 IBM Software Business Partner Strategy

Reach Broader Markets

IBM Software
Capabilities Grow High Value Revenue

Embrace New Business Models

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18 © 2012 IBM Corporation
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Getting Started with IBM
Five Steps to becoming an IBM Software Reselling Business Partner

•Join PartnerWorld

•Build your PartnerPlan for success

•Sign up with a value added distributor (VAD)

• Get your technical & sales training

•Apply for the SVP or SVI and VAP incentives

For more information go to [Link]/partnerworld/software

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19 © 2012 IBM Corporation
Software Value Propositions
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

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20 © 2012 IBM Corporation
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Business Analytics Software
Business Partner Guide
Value Propositions

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21 © 2012 IBM Corporation
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Market opportunity

Business Analytics and Optimization (BAO)

Business analytics is the key to

enabling our clients to turn oceans of $166B
data into predictive models and
actionable decisions.
Opportunity
in 2011
Why Analytics is Important to our clients…

33% more >12x more 32% more IBM BAO Revenue

Revenue Profit Growth Return on Invested (including SW, HW and services)

Growth Capital

12.5% 11.9%
9.4% 9.0%
7.3%
0.6% 10%
CAGR

PTI:
14%

Finance Organizations with Business Insight

CAGR

All Other Enterprises 2009 2015

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

What is Driving Business Analytics & Optimization?

Organizations Need Deeper Insight from Their Information

1 in 3 Lack Trust 1 in 2 Lack Access

Business leaders frequently make Business leaders say they don’t have
decisions based on information they access to the information they need to
don’t trust, or don’t have do their jobs

83% Plan to Use

5.4x Widening Gap
of CIOs cited “business intelligence Top performers are 5.4X more likely
and analytics” as part of their to use an analytic approach over
visionary plans to enhance intuition
competitiveness

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

Sources: Click here for Table of Contents
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
23 © 2012 IBM Corporation
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Portfolio overview

Better
Outcomes

Smarter
Decisions

Actionable
Insights

Relevant
Information

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24 © 2012 IBM Corporation
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Portfolio overview

Full breadth of Full breadth of Simplify, structure Enterprise Ready-made

Business predictive analytics and automate requirements packaged reporting
Intelligence (BI) for dynamic and and analyses
every decision- sustainable Financial based on the best
Putting prediction Performance & Unifies enterprise-
maker in hands of the wide risk and practices
Strategy
business Management compliance
Revolutionary way initiatives into a Encompasses
to work with BI Driving better Monitor and analyze single comprehensive
business outcomes business management portfolio
Free to answer performance against system
critical business targets Adaptable &
questions Provides synergy extensible
Plan, forecast and with Information &
control enterprise IT Governance,
resources aligned Source data from
Risk Management multiple transaction
with corporate
and Security systems
objectives

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25 © 2012 IBM Corporation
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Value Propositions

IBM BA Business Partners – Opportunity of a Lifetime

High Growth Market Extraordinary BAO Synergies
Highest IT, LOB Priority BP-Specific Products & Plays
In IBM’s Top 4 Priorities Focus on Value, Solutions
Best Products and Roadmap Best Team in the Industry
Expanding Portfolio Best Business Partner Program

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Reference

Business Partner Reference

[Link]

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.

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27 © 2012 IBM Corporation
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Partner Profile

Business Partner Profile – Business Analytics

Profile of Traditional Reseller Profile of High Volume Reseller

 Value-driven, focused on BA segment  Velocity-driven, relationship-oriented
only
 Revenue split between resale, SVI and
 Traditional revenue mainly in Services Services with more holistic view of their
customer base
 Retooling their businesses to add the
necessary infrastructure to sell software  Small sales organization - will include
reps who get paid on software only but still
 Sales function driven by senior
dependent upon BA brand reps
consultants that are highly dependent on
BA brand reps  Active marketing and business
development functions
 Works roughly 1-3 deals per quarter
 Works roughly 5-15 deals per quarter

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28 © 2012 IBM Corporation
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Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 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
2
Plan to maximize your profitability & your team’s education path by
reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
3

Educate your Sales and Delivery Teams & become SVP Authorized
to resell Business Analytics through
Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs
and drive demand with IBM Co-Marketing
5

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29 © 2012 IBM Corporation
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IBM Collaboration Solutions/Lotus
Business Partner Guide
Value Propositions

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30 © 2012 IBM Corporation
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Market Opportunity

The Social Business market opportunity is

growing to a $99B business in 2015
$99B

Opportunity
($B)

2012 2015
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.

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31 © 2012 IBM Corporation
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Market opportunity

What does a Social Business look like to your

Business Leaders?
Socially enabling business processes to improve and accelerate results
across business functions

Workforce Optimization Improve the effectiveness of people by enabling

the right talent and content to come together at the
right times

Product and Service Bring successful new products to market more

Innovation quickly by understanding and aligning to customer
needs

Customer Care and Build customer advocacy by understanding,

Insight reaching, attracting, and retaining more customers
through online channels

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32 © 2012 IBM Corporation
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Market Opportunity

IBM’s Journey to becoming a Social Business

400,000+ employees
in more than 200 countries

Just over 40% of employees Social Business

have less than 5 years of service 2008 and beyond

Social Networking
Nearly 1/3rd of full-time 2004
employees
work in a non-traditional Collaboration
office setting 2000
Mobile Office
1990s

Traditional Office
1980s

Source: HR Information Warehouse, December 2011 Report (only for the

employee demographic information on the slide) Click here for Table of Contents
33 © 2012 IBM Corporation
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Market Opportunity

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.

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34 © 2012 IBM Corporation
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Market Opportunity

IBM Leadership in Social Business

IDC “IBM Brings Its Clout To Social Software”

Ranked IBM first in Worldwide Social - Forbes, June 28, 2011 Jun 28, 2011
Platform for 2010 and 2011 Vendor
Shares1
“Social Business: The Fifth Era of Business
Forrester Research, Inc. Transformation from IBM”
- CMS Wire, Sep 7, 2011
IBM is a leader in The Forrester Wave™ on
Enterprise Social Platforms, and “Move Over Facebook, IBM Goes Social
The Forrester Wave™ Mobile Collaboration, for Business”
Q3 20112 - [Link], Feb 2, 2011
Gartner “IBM introduces real time social
IBM is in the leader quadrant in the Gartner
networking tool for enterprises”
Magic Quadrant for Social Software in the
– Computer Business Review, Jun 22, 2011
Workplace, August 20113

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

Product/Solution Portfolio Overview – ICS/Lotus

Web Experience
 Customer Web experience
 Employee Web experience
Social Collaboration  Electronic Forms
 Social business applications
 Real-time collaboration
 Mobile collaboration
 Office productivity suites and
Web editors

Unified Communications
 Unified communications

Social Business Application Development

 Collaboration application development platforms
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 Mashups
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Portfolio overview

Social Business reaches out beyond ICS/Lotus

Enterprise Content Management
Tivoli
 Social Content Management
 Security
 Content Analytics
 Enterprise Information
Gateway

Smarter Commerce
 Customer Awareness & Business Analytics
Analytics
 Business Intelligence
 Social Media Marketing
 Predictive Analytics
(SPSS)

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Value Propositions

Why Sell/Value Propositions – ICS/Lotus

 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.

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Reference

Business Partner Reference – ICS/Lotus

 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$

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Partner Profile

Business Partner Profile – ICS/Lotus

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) Aligned well with IBM Skills / Industry Expertise
 Generate demand, progress and close  Sub-contracting relationship with ISSL  Analytics / Marketing automation
deals  Work collaboratively with IBM Field Sales  Portal, and Smarter Commerce
 Track record of client references  NEW – Digital / Interactive agencies  Web design, Web platform and apps.
 Drives business independent of IBM  Mobile, Content Management –
 Well thought out annual demand  Rich media and digital asset mgmt
generation plan  Retail, Healthcare, Manufacturing
 Finance and Insurance
Click here for Table of Contents
40 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the ICS/Lotus PartnerWorld Site to access Business
Partner sales and marketing tools and materials and training
2 Complete your ICS/Lotus Business Partner profile

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

by reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP

Authorized to resell ICS/Lotus through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s

programs and drive demand with IBM Co-Marketing

Click here for Table of Contents

41 © 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.
Industry Solutions Software
Enterprise Content Management
Business Partner Guide
Value Propositions

Click here for Table of Contents

42 © 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.
Market Opportunity

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.”

Click here for Table of Contents

43 © 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.
Market Opportunity

Market Opportunity - The Continued Explosion of Information

80% of new information growth is unstructured content – 90% of that unmanaged

 ECM is a Huge Market Opportunity

 Half of our 2010 revenue was partner driven
 4 Billion Dollar Market opportunity

2020

35 zettabytes

2009 1990 2000 2010 2020

Click here for Table of Contents
44 800,000 petabytes Source: IDC, The Digital Universe Decade – Are You Ready?, May 2010 © 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.
Market Opportunity

ECM Opportunity Basics

Paper is still an important Electronic content must

source of documentation. be controlled. Can your
Can your customer customer find the right
easily access the right version?
files?

Business processes are built

around unstructured
information. Does your
customer have the right
information in context?

Decisions are not made in Regulatory and legal

a void. Can your requirements are increasing.
customer effectively Is your customer consistently
work with colleagues enforcing corporate policies
both inside and outside without over burdening the
the business? worker?
Click here for Table of Contents
45 © 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.
Portfolio Overview

Enterprise Content Management Portfolio Overview

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

Document Social content Advanced case Information Content analytics

imaging & capture management management lifecycle
governance
Document capture Office document Comprehensive case Enterprise search
automation management management Smart archive
Content assessment
Production imaging Social content & Integrated collaboration Records management
collaboration and rules Master content
Enterprise report eDiscovery
Management Platform standardization Case analytics
& consolidation Disposition &
Content-centric BPM governance

Click here for Table of Contents

46 © 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.
Portfolio Overview

To optimize business outcomes Smarter organizations

manage content for value
SMART IS … DIGITIZING PAPER
Citi cuts application processing time from over 2 weeks to just 2 days.

SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION

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

SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES

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

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  
Click here for Table of Contents
47 © 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.
Value Propositions

Value Proposition for partnering with IBM ECM

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

Why should I team with IBM Enterprise Content Management?

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

Click here for Table of Contents

48 © 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.
Partner Profile

Business Partner Profile

Profile of ECM VAR Profile of ECM Solution Provider

 Project driven or opportunistic integrator Strategic – marketing | solution oriented

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

Click here for Table of Contents

49 © 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.
Reference

Business Partner Reference

[Link]

 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

Click here for Table of Contents

50 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 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
2
profile
Plan to maximize your profitability & your team’s education path by
reviewing the Software Value Plus (SVP) &
3 Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to
resell Enterprise Content Management through Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs and
drive demand with IBM Co-Marketing

Click here for Table of Contents

51 © 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.
Resources

Resources – IBM Enterprise Content Management

Key People: Key Places:

Bob Rudis - N. A. ECM Channel Sales  Become a Business Partner:

Manager  Join PartnerWorld Here

CONTACT: 978-409-1414  Visit the ECM Home Page on Partner World

 Start your journey here
rrudis@[Link]
Kevin Mooney, NA ECM Business  Check out the ECM Enablement Roadmaps
Partner Development Representative  Start your journey here
CONTACT: 1-714-327-3987
 Learn how Watson is influencing ECM
kmooney1@[Link]  at [Link]

Click here for Table of Contents

52 © 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.
 Industry Solutions Software
Smarter Commerce - Business Partner Guide
Value Propositions

Click here for Table of Contents

53 © 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.
Market opportunity

Smarter Commerce can help transform every phase of

the commerce cycle

Insight Strategy
Buy Market
Drives intelligent, Creates personalized
adaptive and Buy Market and relevant offers
optimized extended Sourcing, controlling Targeted and with unified
supply chains based and procurement of personalized cross-channel
on customer goods and services marketing across all marketing
demand customer interactions

Customer

Service Sell
Service Servicing Selling and fulfillment
Sell
Anticipates customer needs of products and Enables customers
behavior and across all services across and partners to
delivers flawless interaction all channels buy what they want,
customer service channels when and where
across all channels

Click here for Table of Contents

54 Engagement © 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.
Market opportunity

Market Opportunity

Smarter Commerce

$78 billion in opportunity for 2011

Growing 3x faster than overall IT opportunity

Market Opportunity

TARGET CLIENT SIZE

Buy >1000 = 62%
Market
100 – 999 = 19%
Sell
Service 1 – 99 = 15%
Non Business = 4%

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 Click here for Table of Contents
guarantee opportunity in any business segment.
55 © 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.
Portfolio overview

Smarter Commerce Portfolio / Solution Overview

CORE BUSINESS PROCESS OFFERINGS

Buy Market Sell Service

 Cross-channel Selling  Delivery, Service, &
 Supplier Integration &  Customer Awareness &
 Order Management & Support
Management Analytics
 Social Media Marketing Fulfillment  Customer Self-Service
 Supply Chain Management  Customer Integration &
 Cross-channel Campaign Mgmt  Case Management
 Payments and Settlements Collaboration
 Digital Marketing Optimization
 Store Solutions
 Payments & Settlements

Retail Store
Solutions

Click here for Table of Contents

56 © 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.
Value Propositions

Portfolio Value Propositions

Why Partner with IBM around Smarter Commerce?

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
Click here for Table of Contents
57 © 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.
Reference

Business Partner Reference – Smarter Commerce

 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

Click here for Table of Contents

58 © 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.
Partner Profile

Business Partner Profile

Profile of Traditional Reseller Profile of High Volume Reseller

 Value driven, solution oriented  Velocity driven, transaction oriented

 Revenue predominantly in Services  Revenues mostly in resale or SVI

(typically 80% of total revenue) revenue, some adjunct services

 Small sales organization that is highly  Larger sales organization that is highly
dependent on IBM SSRs dependent on customer budget and
renewal stream
 Works roughly 5-7 deals/year
 Works roughly 15-20 deals/year/rep

Click here for Table of Contents

59 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 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
2
Plan to maximize your profitability & your team’s education path by
reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
3
Educate your Sales and Delivery Teams & become SVP Authorized
to resell Smarter Commerce through
Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs and
drive demand with IBM Co-Marketing

Click here for Table of Contents

60 © 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.
Resources

Resources – Smarter Commerce

Key People: Key Places:

 Become a Business Partner:

 John Ehmann, WW Director Smarter Join PartnerWorld Here
Commerce
 Visit the Smarter Commerce Partner World
CONTACT: 1-614-873-2620,
ehmann@[Link] page
 Start your journey here

 Melinda Matthews, Director - WW SWG  Smarter Commerce White Board Demo

Industry Solutions Sales, Business  Access this here
Partners
 Smarter Commerce Capability Authorization
CONTACT: + 44-207-021-9044,
MELINDA@[Link]
 Start your journey here

 Smarter Commerce Global 2012 Summits

 Stasie Fishman, WW Channel  Learn more
Business Development Executive
CONTACT: 1-516-349-3359,
stasie@[Link]

Click here for Table of Contents

61 © 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.
Information Management
Business Partner Guide
Value Propositions

Click here for Table of Contents

62 © 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.
Market opportunity

Information is at the center … and organizations

of a new wave of opportunity need deeper insights

44x
as much Data and Content 1 in 3
Organization leaders frequently
make decisions based on
information they don’t trust, or
don’t have
Over Coming Decade
Organization leaders say they

1 in 2 don’t have access to the

information they need to do their
jobs

of CIOs cited “Business

83% intelligence and analytics” as

part of their visionary plans
to enhance competitiveness
2020
of organizations will look to

35%
35 zettabytes
2009 replace their current warehouse
with a pre-integrated
Warehouse solution in the next
800,000 petabytes 3 years; only 14% have today
Sources:
• The Guardian, May 2010
• IBM Institute for Business Value, 2009
• IBM CIO Study 2010 Click here for Table of Contents
• TDWI: Next Generation Data Warehouse Platforms Q4 2009
63 © 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.
 Market opportunity

Information Management Spending & Growth

IM Software Markets
$33B in 2012

Source: IBM Market Insights, GMV “2H 2011”. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are
Click here for Table of Contents
64 not meant to represent or guarantee opportunity in any business segment. © 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.
Portfolio overview

Optimizing Your Information Supply Chain for Trusted

Information

Transactional Analyze Business Analytics

& Collaborative
Applications
Applications Content
Integrate
Big Data
Master
Data
Manage Cubes

Streams
Data Data
External Warehouses
Information Content
Sources
Streaming
Information
Govern

Standards
Security &
Privacy
Lifecycle
Quality

Click here for Table of Contents

65 © 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.
Value Propositions

Information Management Capabilities and Values

 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

What We Offer
• Database software • Information Integration
• Data Security & Privacy • Data Warehousing & Analytics
• Lifecycle Management • Master Data Management
• Data Warehouse Appliances • Big Data Analytics

Click here for Table of Contents

66 © 2012 IBM Corporation
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 Reference

Bridging the Gap Between Information and Outcomes

Drive Efficiency Support Innovation

Gained 30% Enhancing Information

performance improvement Services Delivery

Cut DBA workload 2/3rd reduction in time

by 25% to process valuations

Reduced storage 30% increase in coupon

by 40% redemption rates

Click here for Table of Contents

67 © 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.
 Reference

Information Management and Misys Integration

The Value of ASL Agreements
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

Screen cap from

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

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

Click here for Table of Contents

68 © 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.
Partner Profile

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

Click here for Table of Contents

69 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 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
2
Plan to maximize your profitability & your team’s education path by
reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
3
Educate your Sales and Delivery Teams & become SVP Authorized to
resell Information Management through
Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs and
drive demand with IBM Co-Marketing

Click here for Table of Contents

70 © 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.
Mobile Foundation
Business Partner Guide
Value Propositions

Click here for Table of Contents

71 © 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.
7
2

Market Opportunity

Mobile is a priority where IT spending will occur

Partners Top Solutions formobile

are prioritizing Next 12for
Months
profitability

0% 54.0%
Mobile 39.5%
44.5%
41.7%
39.5% 37.9%
0% 36.2%
29.6%

17.0%
0%
2.6%

0% Mobile App
focus shifts to
the enterprise

Source: 2011 IBM Tech

Trends Report
[Link]
veloperworks/mydevelop
A12. Please select the solutions in which you plan to invest in the next 12 months. [choose all that apply] erworks/blogs/techtrend
s/entry/home?lang=en
Source: IDC Partner Profitability 2011, Changing Business Models and Requirements in the Evolving IT
Channel Ecosystem

Click here for Table of Contents

72 © 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.
Portfolio overview

IBM Mobile Foundation V5.0 Offerings

 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. Click here for Table of Contents
73 © 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.
Value Propositions

IBM strategy addresses client mobile initiatives

Extend & Transform Build & Connect

Extend existing business Build mobile applications
capabilities to mobile devices Connect to, and run
Transform the business by backend systems in support
creating new opportunities of mobile

Manage & Secure

Manage mobile devices, services
and applications
Secure my mobile business

Click here for Table of Contents

74 © 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.
Value Propositions

Business Partner Opportunity

Partner Type Sales Role Client Relationship

1. ISV • Work with ISV to Integrate IBM Mobile
Enterprise portfolio with ISV application • Embed
• Prospecting/Indentify opportunities • Influence
• Joint Sales (potential)
2. VAR/VAD; RSI & • Identify and sell IBM Mobile Enterprise portfolio • SVI / SVP* : OI / OO
Solution Providers • Implementation services • Influence
• Fulfill orders
3. GSI • Identify and recommend Mobile Opportunities • Influence
• Design services • SVI / SVP : OI / OO
• Implementation Services
4. Mobile App • Expertise on Mobile App Design • Influence
Designers • Augment ISSW/other services team • Progress to ASL/Resell
5. Managed Service • Offer IBM Mobile Enterprise portfolio as part of • Resell/ASL** with xSP
Providers their platform offering to solution developers Attachment

* SVI = Sales Value Incentive

* SVP = Sales Value Plus Authorized Distribution Click here for Table of Contents
** ASL = Application Specific License Agreement
75 © 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.
 Reference About ZSL
 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.

ZSL Ranked in 2011 InformationWeek 500 List of

Top Technology Innovators Across America

IBM Recognized ZSL's Innovations in the Clou

ZSL Brings Mobility and Cloud Enablement to the Enterprise d and Mobile Enterprise Enablement - Won Fi
with IBM WorkLight Technologies, IBM SCE and IBM WebSph nalist Awards at Impact 2012
ere CI

ZSL Implements IBM WebSphere Cast Iron to Cut 24-hour rep

orting delay to near real time ZSL’s PowerCube DaaS, IBM OCCS-based Desk
top Virtualization Solution Won Finalist CTO a
ward at IBM Lotusphere 2009
ZSL develops Web 2.0 assets 3 times faster with IBM We
bSphere sMash
Click here for Table of Contents
76 © 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.
Partner Profile

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
Click here for Table of Contents
77 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the WebSphere PartnerWorld Site to access Business Partner sales and
marketing tools and other resources

2
Complete your WebSphere Business Partner profile
Plan to maximize your profitability & your team’s education path by reviewing the
3 Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to resell
WebSphere through Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs and drive
demand with IBM Co-Marketing
5

Click here for Table of Contents

78 © 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.
Resources

Worklight Certification Requirements:

Resell Requirements
Brand Family:

IBM Mobile Foundation WebSphere CORE Authorization Group

& Requirements
IBM Worklight

• PartnerWorld Partner Plan

Fulfillment system: • 2 WebSphere CORE Technical Certs *
• 1 WebSphere Sales Cert
Passport Advantage • or have WS CORE approved VAP Solution

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

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

Click here for Table of Contents

79 © 2012 IBM Corporation
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IBM PureSystems
Business Partner Guide
Value Propositions

A New Era of Computing

Click here for Table of Contents

80 © 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.
Portfolio overview

Clients struggle to overcome barriers of time, cost & risk

Typical IT Project Time and Budget Top Causes of Project Delays

Phase Time (days) Budget Hardware

Troubleshooting and tuning 45%
Specify/design 73 - 96 14% - 16% production environment
Integration, configuration and 45%
Procure 57 - 112 19% - 21% testing of the infrastructure

Implement 74 – 93 12% Installation, cabling and network 29%

access for the environment
Configure/test 74 – 80 10% - 11%

Cluster & HA 66 – 104 11% - 12% Software

Integration, configuration and 41%
Backup 44 – 108 10% testing of applications
Integration, configuration and 35%
Tune 89 – 98 9% - 10% testing of middleware
Management 67 – 110 9 – 10% Configuration, build and 34%
deployment of applications

34% of new IT projects (US) deploy late

From a commissioned study conducted by Forrester Consulting on behalf of IBM
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81 © 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.
Portfolio overview

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

to innovation

Least efficient data centers Most efficient data centers

Use of new technology: Use of new technology:
43% first and fast technology adoption 86% first and fast technology adoption
1% move virtual machines to meet desired outcomes 58% move virtual machines to meet desired outcomes
21% use storage virtualization 93% use storage virtualization
3% use a storage service catalog (tiered storage) 87% use a storage service catalog (tiered storage)

Results: Results:
New projects New projects
35%
Maintaining
existing
Maintaining
existing 53%
infrastructure infrastructure
47%
65%
Source: 2012 IBM Data Center Study: [Link]/data-center/study ( [Link] )

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82 © 2012 IBM Corporation
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Portfolio overview

The time has come for a new breed of systems

Systems with integrated expertise and built for cloud

Built-in Expertise Integration by Design

Capturing and automating Deeply integrating and tuning
what experts do – from hardware and software – in a
infrastructure patterns to ready-to-go workload optimized
application patterns system

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
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Portfolio overview

IBM PureSystems
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 PureFlex System IBM PureApplication

Factory integrated and System
optimized infrastructure Optimized for
Management integration performance and
across compute, storage virtualized for efficiency
and networking – both Designed for
physical and virtual transactional web
No compromise design applications and enabled
with system level for cloud
upgradability Application-aware
Designed for cloud with workload management
flexibility and simplicity
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Value Propositions

IBM PureSystems

Why Clients Want to Buy Why Business Partners Want to Sell

Simplified experience, single point of Obtain access to a very broad and large
management across compute, market opportunity-grow your business
storage and networking

Built in expertise to address New high value consultative

complex business and operational services opportunity and optimized
tasks automatically solution sales delivery with leading
ISV offerings

Integration by design to run systems Incremental incentives from hardware

for optimal performance and efficiency and software to increase earning
potential
Reduce IT sprawl , optimize Accelerate the sales cycle and increase
workloads time to value for client implementations

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85 © 2012 IBM Corporation
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Partner Profile

IBM PureSystems Business Partner Profile

Profile of Business Partner Reseller Profile of Business Partner Reseller for
for IBM PureFlex System IBM PureApplication System
 Strong Blades, Sys x and/or Power Sales &  Strong middleware skills
Marketing Skills/Systems Mgmt. &
 Skills in middleware virtual images and
Implementation skills patterns including skills with IBM Workload
 Ability to “value sell”– selling the value of the Deployer
“integrated” platform  Sufficient skills and capabilities to support the
 Understand full client value prop PureApplication System sales process and the
PureApplication System-specific PoC program.
 Understanding of the following technologies – Ability to execute a PoT, PoC or BVA for
– Networking components of the PureApplication System
– Virtual Fabric software stack
– Ethernet  Solution offerings focused on web application
– Fibre Channel server deployment or database capabilities
– Tivoli  Expertise in workload consolidation and
– TPM Virtualization - Systems & Storage virtualization services
– Cluster Control  Demonstrable skills in application and systems
– High Availability migration projects
– Energy Management
– Fabric Management
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Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the IBM PureSystems Site to access Business Partner sales and marketing
tools and other resources

2
Complete your WebSphere Business Partner profile
Plan to maximize your profitability & your team’s education path by reviewing the
3 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.
4
Develop a Marketing plan and take advantage of IBM’s programs and drive
demand with IBM Co-Marketing
5

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Rational
Business Partner Guide
Value Propositions

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Market opportunity

Enabling product and service innovation

Security Application Lifecycle Management
 Application and process  Design management

 Build and deploy management

 Quality management

 Requirements management

Enterprise Modernization  SW change and configuration

management
 Application modernization

 Application portfolio management $14B Business Planning and Alignment

Overall Market
 Multi-platform development  IT portfolio management
Opportunity
 Enterprise and business architecture

 Product portfolio management

 Delivery and performance management

Design, Development
and Deployment
Complex and Embedded Systems
 Architecture and design
 Systems engineering
 Application development
 Systems of systems engineering
 Build and deploy
 Product line engineering
 Real-time, embedded systems
and software development
 Real-time and embedded software
development
 Compilers
Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent Click here for Table of Contents
or guarantee opportunity in any business segment.
89 © 2012 IBM Corporation
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Portfolio overview

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
Realities can stall Transforming software Three key actions
Innovation is increasingly software-driven and systems delivery brings of transforming software
being driven by software innovation about dramatic business results and systems delivery
Software and Systems Engineering | Rational
Software and Systems Engineering | Rational
Innovation is increasingly being driven by software
Innovation is increasingly being driven by software

Mobile banking will be The average 2010 automobile

Mobile banking will be The average 2010 automobile
the most widely used banking contains more lines of software
the most widely used banking contains more lines of software
channel by 2020, if not sooner code than a fighter jet
channel by 2020, if not sooner code than a fighter jet

Source: Mobile banking: A catalyst for improving bank performance, Deloitte, 2010;
1 andSource:
This Car Runs banking:
Mobile on Code,ARobert
catalystCharette, IEEE Spectrum,
for improving 2009. , Deloitte, 2010;
bank performance © 2011 IBM Corporation
1 and This Car Runs on Code, Robert Charette, IEEE Spectrum, 2009. © 2011 IBM Corporation

IBM has set the bar

Software-driven Jazz provides open collaboration for software and
innovation Achieve break through across the software systems engineering
with IBM Rational benefits with IBM and systems lifecycle platforms
Software and Systems Engineering | Rational Software and Systems Engineering | Rational
Software and Systems Engineering | Rational Software and Systems Engineering | Rational
Software-driven innovation with IBM Rational IBM has set the bar for software and systems engineering platforms
Software-driven
Addressing innovation
IT, systems, with IBM
and enterprise Rational
modernization IBM has set the bar for software and systems engineering platforms
Addressing IT, systems, and enterprise modernization

“Rational has the best current offering… and continues to raise the bar
Business Planning and Alignment “Rational has the best current offering… and and delivery
continues to raise the bar
STRATEGIC VALUE

Business Planning and| Alignment on building a complete development platform.”

STRATEGIC VALUE

Measure business effectiveness of projects Prioritize investments on building a complete development and delivery platform.”
2010 Forrester Wave, Agile Development Management Tools Report
Measure business
Understand businesseffectiveness of projects
value | Manage | Prioritize
risk and impact of investments
change
Understand business value | Manage risk and impact of change 2010 Forrester Wave, Agile Development Management Tools Report

Integrated Application “GM’s use of the Rational platform will deliver business results in
Integrated
and Systems Application
Lifecycle Management Security “GM’s use of the Rational platform will deliver business results in
and Systems Lifecycle Management Security efficiency, time-to-market, quality, and overall customer satisfaction.”
efficiency, time-to-market, quality, and overall customer satisfaction.”
REDUCED COSTS

Collaboration across teams, roles, platforms and geographies Eric Gassenfeit, Global Director, Electrical, Controls and Software Development, General Motors
REDUCED COSTS

Collaboration across teams, roles, platforms and geographies Eric Gassenfeit, Global Director, Electrical, Controls and Software Development, General Motors

Design, Development and Deployment

Design, Development and Deployment “For the 5th time in 6 years, Rational has achieved the top overall ranking
Requirements | Architecture and Design | Development | Testing | Deploy and Release | Operations “For
in ourthe 5thUsers’
2010 time in 6 years,
Choice Rational
Survey has achieved
on Software the top overall
Development ranking
Platforms.”
Requirements | Architecture and Design | Development | Testing | Deploy and Release | Operations
in our 2010 Users’ Choice Survey on Software Development Platforms.”
Users Choice Survey, Software Development Platforms, Evans Data Corporation
Open Platform for Data and Tools Integration and Automation Users Choice Survey, Software Development Platforms, Evans Data Corporation
Open Platform for Data and Tools Integration and Automation

6 © 2011 IBM Corporation 8 © 2011 IBM Corporation

6 © 2011 IBM Corporation 8 © 2011 IBM Corporation

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Value Propositions

Rational Cross-IBM initiatives

2011 IBM Simplified
Commercial Framework
Cloud Rational leads product and service
Capabilities / What IBM Sells

innovation
BAO  Integrated Product Management (IPM)
Rational-led
Smarter Computing
 Integrated Service Management (ISM) Tivoli-led
Business Agility
Rational plays a key role in:
Social Business  Cloud
Planning, Security, Develop and Test
Product and Service Innovation
 Smarter Computing
Enterprise Modernization
Competitive
 Business Agility
Business Planning and Alignment

 Security (cross-framework)
IBM Secure by Design
x86 Systems

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Reference

 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

“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

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Partner Profile

Rational: Reseller Business Partner Profile

Profile of traditional Reseller: Profile of high volume Reseller:

 Software License sales and/or Hosting Service as part  100% focused on IBM Solutions
of their business model
 Professional sales staff (customer facing)  Cross Brand sales capability
– Customer Facing
– Telesales/Outbound calling
 Marketing resource  Unique solutions that leverage IBM Rational
technology (and differentiate them from the stand
 Pre / Post Sales Technical resources
alone IBM offerings)
– Ability to work with customers to understand their
business/technical problem and to provide
solutions based on IBM offerings
 Industry recognized certifications
– Specialized domain/industry knowledge
 Commitment to obtaining certification and maintaining
skills in Rational solutions  Growth objectives:
– Acquisitions
 Willingness to collaborate with IBM Lab Services
– Multi-national
teams
 Multiple offices or willingness to travel to support sales
 Resources (financial and staff) to invest in
new/developing technologies

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Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the Rational PartnerWorld Site to access Business Partner
sales and marketing tools and materials and training
2 Complete your Rational Business Partner profile

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

by reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP

Authorized to resell Rational through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s

programs and drive demand with IBM Co-Marketing

Click here for Table of Contents

94 © 2012 IBM Corporation
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Resources

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

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95 © 2012 IBM Corporation
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 Security
Business Partner Guide
Value Propositions

Click here for Table of Contents

96 © 2012 IBM Corporation
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 Market opportunity

Worldwide Security Segment Opportunity

Exceeds $73B by 2015
WW Security Products and Services Segment WW Security Product Opportunity
Opportunity (2011 – 2015) by Segment (2012)

$80
Applications
Market Size ($B)

$60 Data
Server and
Endpoint

$40

Security
$20 Intelligence Network
and GRC

People
$0
2011 2015

Products Services
Source:
Source: IBM
IBM Market
Market Insights,
Insights, 2H
2H 2011
2011 This
This report
report is
is based
based on
on internal
internal IBM
IBM analysis
analysis and
and is
is not
not meant
meant to
to be
be aa statement
statement of
of direction
direction by
by Click here for Table of Contents
IBM
IBM nor
nor is
is IBM
IBM committing
committing toto any
any particular
particular technology
technology or
or solution.
solution.
97 © 2012 IBM Corporation
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 Portfolio overview

Leading Products & Services in Every Security Segment

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Portfolio overview

Solution Area: Security Intelligence and Analytics

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

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99 © 2012 IBM Corporation
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Portfolio overview

Solution
People Area: People
Portfolio Overview
Manage and extend enterprise identity context across all
security domains with end-to-end Identity Intelligence
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.

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100 * Solution package purchase options available © 2012 IBM Corporation
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Portfolio overview

Solution Area: Data

Portfolio Overview

Enterprise-wide solutions for assuring the privacy and

integrity of trusted information in your data center 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

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Portfolio overview

Solution Area: Applications

Reducing the costs of developing secure applications

and assuring the privacy and integrity of trusted Portfolio Overview
information

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

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Portfolio overview

Solution Area: Infrastructure (Network)

Guard against sophisticated attacks using an Advanced Portfolio Overview

Threat Protection Platform with insight into users, content
and applications
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

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Value Propositions

Why IBM Security Systems?

IBM Security Systems

 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

Intelligence ● Integration ● Expertise

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104 © 2012 IBM Corporation
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Reference

Business Partner Reference

[Link]

 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

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105 © 2012 IBM Corporation
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Partner Profile

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.
Click here for Table of Contents
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Resources

Security Business Partner Resources

[Link]/partnerworld/security

Sales Plays, Security Talk

Replays, Sales Kits, Top Gun
Prep, Certifications

Pre-packaged marketing
campaigns – it’s easy!
Click here for Table of Contents
107 © 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.
Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the Security PartnerWorld site to access Business Partner sales and
marketing tools and materials and training

2 Complete your Security Business Partner profile

3 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
4
security through Training & Certification.

Develop a marketing plan and take advantage of IBM’s programs and drive
5
demand with IBM Co-Marketing.

Click here for Table of Contents

108 © 2012 IBM Corporation
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Tivoli
Business Partner Guide
Value Propositions

Click here for Table of Contents

109 © 2012 IBM Corporation
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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

Total market opportunity over $35B by 2015

Automation
EAM
Storage

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.
Click here for Table of Contents
110 © 2012 IBM Corporation
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Market opportunity Faster Delivery

Mastering technology is the key to 90%

rethinking IT and reinventing business view cloud as
critical to their plans*

Improved Reach

1Billion
Smartphones and 1.2 billion
mobile employees by 2014*

Responsive Operations

Factors impacting organizations: 20B+

Intelligent
1. Technology factors
business assets*
2. People skills
3. Market factors
New Insights
4. Macro-economic factors
5. Regulatory concerns
6. Globalization 2.7ZB
of digital content in 2012,
7. Socio-economic factors a 50% increase from 2011*
8. Environmental issues ** Data
Data sources
sources noted
noted in
in speaker
speaker notes
notes

9. Geopolitical factors Click here for Table of Contents

111 © 2012 IBM Corporation
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Portfolio Overview

IBM is helping organizations embrace bold strategies

to Rethink IT, and Reinvent Business services, processes,
and relationships…

Optimize Extend to Deploy Smarter Protect &

with Cloud Mobile Devices Physical Infrastructures Manage Data

Speeding service Increasing sales with Recognizing & repairing Reducing the time it
delivery from 45 days to new promotions from over 50% of issues before takes to backup critical
20 minutes 15% to 75% operations impact data by 80%
Source:
Source: Tivoli
Tivoli Client
Client Reference
Reference Database,
Database, various
various client
client references
references Click here for Table of Contents
112 © 2012 IBM Corporation
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Portfolio Overview

IBM’s integrated service delivery & management

platform offers the proven capabilities and best practices
needed for success.

Optimize
with Cloud

Extend to Protect &

Mobile Devices Manage Data

Deploy Smarter
Physical Infrastructures

Service Delivery & Management Capabilities Click here for Table of Contents
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Value Propositions

Value Propositions - Tivoli

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

 Access to Experts: Tivoli Accreditation

ENGAGE  Increased Lead Passing: LPDE, PAS, NLLB
 Small Deals and Cost Buster solutions

 More Incentives - SVI

EARN  Multiple Options - SVP
 Simplified Processes

 Leverage IBM Aircover – POE info boom CNBC

Purchased by IBM Sponsored by IBM Created by Fans
 Plays for Your Success Linked in

 Tools to Grow Your Business

facebook
 Web Marketing
twitter You Tube
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Reference

Winning isn't everything, Reference slide

it is the only thing!

STORServer At Bellin Health Front-safe at al dente

IBM products and Sales Support, STORServer’s Channel Sales The leading provider of business critical software for the
Organization and Meridian IT, the IBM and STORServer business dentist market in Denmark. Secure the dentist IT infrastructure
partner engaged in a sales effort to solve a customer data with TSM Cloud Backup.
protection problem at Bellin Health.
 STORServer Channel Management Challenge: Administration of a large number of
 STORServer’s IBM ASL representatives small customers who easily absorb all available
 Tivoli Brand folks
 Meridian IT Reseller
resources at al dente.

Challenge: Bellin Health was facing a data Solution: TSM deliver a high quality and very stable
technical platform for protecting data and this platform
management problem not unlike many health care
demands very little daily support from al dente. The
providers are experiencing.  Rapid growth in data was
Front-safe TSM Portal on top of this solution makes the
starting to tax the current infrastructure, including their
client side deployment and administration a very easy
old BackupExec system.
task and allow al dente to install and support the client
backup remotely and also automate everything around
Objective: To replace a legacy system tied to the billing.
facility’s old electronic medical record system.  
Competitive advantage: No other competitors are
Solution: STORServer Backup Appliance able to deliver a strong enterprise solution as TSM into
our market of small dentist customers.

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Partner Profile

Tivoli Business Partner Profile

Profile of traditional Reseller Profile of high volume Reseller
 Value driven, implementation-  Velocity driven, transaction-oriented
oriented; offers value added
expertise, including:  Focuses on the midmarket ready
offerings and other Tivoli offerings
– Education identified as key drivers for small
– Services (cloud, installation, configuration, deals
migration, etc)
 Generate leads by prospecting new
– Offerings Built on Tivoli (cloud, customers
automation, asset management, security,
storage)  Strives to maintain digital marketing
 Manage complex project tactics
engagements well, including  Takes advantage of IBM’s Co-
competitive take-out situations marketing and conference benefits to
 Run Co-marketing engagements to generate opportunities
generate opportunities  Leverages IBM Marketing resources
 Engages with IBM Marketing activities  Understands lead competitors: EMC,
CA, HP, etc.

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Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the Tivoli PartnerWorld Site to access Business Partner
sales and marketing tools and materials and training
2 Complete your Tivoli Business Partner profile

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

by reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP

Authorized to resell Tivoli through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s

programs and drive demand with IBM Co-Marketing

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WebSphere
Business Partner Guide
Value Propositions

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Market opportunity

2012 WebSphere Opportunity by Pillar

Application & Integration Middleware Software Markets
$16B in 2012

October 2011 AIM Market Trends

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

WebSphere Capabilities Enable Business Agility

With IBM’s help, customers can And must continue to transform to grow

Agile processes and decisions Rapid, adaptable integration

Unbounded applications Flexible and intelligent Infrastructure

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Value Propositions

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).
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Reference

 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
 Video Case Study: Post-N-Track  Video Case Study: Horizon BCBS of NJ
 Video Case Study: Equinox Fitness  PDF Case Study: IDP
 PDF Case Study: Mothercare  PDF Case Study: mBlox

“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
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Partner Profile

WebSphere Business Partner Profile

Profile of Business Partner Reseller Profile of Business Partner Reseller
for IBM Business Process Management
for IBM WebSphere Application Server –
 Project selling model -- tightly coupled with an application
– high repeatability and volume implementation/ integration Application Infrastructure
 Writes applications requiring an application server such as
 Strong solution selling competency to new prospects Independent Software Vendors (ISVs) or companies who deploy
 Understand cross-functional business process flow and use systems projects such as Systems Integrators (SIs).
cases  Web Serving Applications (big and small)
 Ability to identify integration requirements  Migration from Open Source or Oracle web servers
 SOA skills  Specific projects running on single servers
 Understanding of cross-functional business process flow and  Java applications running on single and multiple distributed
use cases 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
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123 © 2012 IBM Corporation
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Resources

5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business
Partner, then…
1 Visit the WebSphere PartnerWorld Site to access Business Partner sales and
marketing tools and other resources

2
Complete your WebSphere Business Partner profile
Plan to maximize your profitability & your team’s education path by reviewing the
3 Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to resell
WebSphere through Training & Certification.
4
Develop a Marketing plan and take advantage of IBM’s programs and drive
demand with IBM Co-Marketing
5

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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

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countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark
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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 [Link]/legal/[Link].

 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
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 References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM
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Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you
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