© 2011 ibm corporation project gearbox project recruit creating value and profit for ibm hardware...

© 2011 IBM Corporation

Project Gearbox

Project RecruitCreating value and profit for IBM hardware resellers while increasing skills coverage for IBM software

IBM Hardware, Software and Financing working together to expand the channel

© 2011 IBM Corporation2

Positioning Project V, Recruit and Cost Busters

Project

V

Cost

Busters Project Recruit

IBM HW OnlyPartners

IBM HW PartnersSelling Little SW

CompetitivePartners

Existing IBM SWPartners

Entry level Software

based Solutions designed to drive

focus in Midmarket / Small Deals

Rapi

d O

nlin

e Fi

nanc

ing

Solutions designed for Midmarket with attractive financing

with per users pricing and 0% interest options

Unified IBM projectto recruit new SW

Partners involving BPO, SWG, STG, IGF, MM.

Selected SWG Products

Selected SWG Products

Selected IBM Themes

Selected IBM Themes

Selected IBM Solutions

Selected IBM Solutions


Invest and Grow with IBM Software Accelerate the expansion of your business. Benefit from the market growth in

Smarter Computing, Business and Environment requirements that can be delivered through IBM Systems, Solutions, Software and Financing

Add additional value and margin to each sale. IBM Software will enhance the value proposition to your customers and increase your profit margins on each sale. You can make up to 40% margin or more on Software sales.

Broaden the skills set in your business....and the value of your employees. We will support you in obtaining these skills (You pass we Pay). Customers value these skills and will pay for them. Your staff will achieve enhanced job satisfaction and career development.

Offer additional services to your customers. The expanded skills of your staff will enable you to offer a higher, deeper and broader level of service to your customers. You can demand higher chargeable day rates. Software sales can produce a multiple of over seven times services revenue.

Offer additional value to your customers...through attractive financing. Industry leading financing options reduce your receivable's risk. Customers can spread payments and in selective cases benefit from 0% financing through our Costbuster program.

Retain and secure your client base by offering a complete solution. You can become the sole supplier to your customer and also advise them on future direction, including Cloud, Analytics, Smarter Computing and Smarter Business. Be a trusted advisor.

Increase your customer base. IBM’s customer base continues to expand generically and through acquisition. IBM SWG has acquired over 80 businesses in the last 10 years…you can be part of this great market development.


Become an IBM Software Partner - Maximize your ROI

Leverage resources to get startedSales Play, Sales KitClient ready presentationData Sheet, Quick Reference GuideConnect with Value Add DistributorOrdering system (AAS or PA) Resale terms (Open or Authorized)Eligibility for software value incentiveHardware platforms to sell with softwareSystem requirementsQuick Start ServicesCanned demonstrationOffer for free try and buy

Business Partner Productivity Tool Generate profitability report estimates

Sales SkillComplete sales masterySubscribe company to a Value PackageTechnical SkillComplete Technical mastery or certificationSee You pass, we pay; you test, we payMaximize Reseller Margin Software Value Incentive – enroll/apply

Work with your Value Add Distributor Pricing, terms, discount, incentivesSoftware Value Incentive – enroll/applyFocused marketing plays/activities

What we offer you


Disaster Recovery and Business Continuity

Systems Management

Security

IntegrationBusiness Analytics

Development

Focus on Entry Point Software Solutions for IBM Hardware


Focus Project Recruit Solutions

IBM Tivoli Storage Manager Storage management, data protection and recovery for a wide range of servers and storage

IBM Tivoli Storage Manager FastBack Data protection & recovery for Windows and Linux servers connected to storage platforms

IBM Tivoli End Point Manager (BigFix) End point management software for servers, desktops, laptops, and specialized equipment

IBM Security Network Intrusion Prevention System Stop internet threats with advanced threat detection and prevention appliance

IBM WebSphere Cast Iron Appliance or software to integrate cloud and on-premise applications

IBM Cognos Express Business intelligence and planning software for midsize companies

IBM Cognos 10 Business Intelligence software for large companies

IBM Rational for Power Systems serversCollaborative lifecycle development & management software for IBM Power platform

Under £600 pm protecting up to 10 quad core systems

Under £600 pm protecting up to 10 quad core systems

Under £150 pm for up to 100 users

Under £380 pm for up to 5 appliances

Under £250 pm


Under £800 pm


EXAMPLE PRICING

Prices quoted are example configurations only and do not represent an offer. All system prices will be quoted on an individual basisAll quotes subject to status and credit approval.


Tivoli

Disaster RecoveryFeaturing IBM Tivoli Storage Manager FastBack, next–generation data protection and near–instant recovery for business–critical Windows application servers in data centers, remote offices and small/medium–sized businesses.

Average sales cycle = 90 daysAverage deal size (SW) = $20-30KOrdering system = Passport or AASSoftware Value Incentive Eligible

What Customers Struggle With:• My restores take too long• Tivoli Storage Manager takes too long to backup my largest fileservers• Looking for Remote Office Backup Consolidation• I'd like to backup more frequently, but can't afford the impact• I'm unable to complete my database or Exchange backups within my backup window• I need a better way to protect my Virtualized environments (VMWare or HyperV)• I need better protection for my data• I want to back "it" up all the time

Value of the Solution• Immediate recovery from any type of data loss• Elimination of “backup windows” and manual backup/restore processes• Secure electronic transfer of data between primary and disaster recovery sites

Why it’s a great choice for partners• Storage Software is a $12+B market today, and growing fast!• Businesses need cost-effective solutions that reduce the risk of data loss while improving

application availability and service levels• Businesses need to reduce their TCO, including precious data center footprint and the costs

that go with it, including the rising costs to power and cool these devices

Offering & Qualification

Web Landing Page

Sales Kit

Client Presentation

Quick Reference Guide

Trial Downloads

SW & HW Requirements

Quick Start Services

Success Stories

Partner Resources

Cost Buster Solutions

Profitability Tool

Open Distribution

Sales Mastery Test

Technical Certification Test

IBM Cost Buster Solution - Financing rates of $787per month for 36-months subject to IBM Global Financing approval, & dependent on # & size of servers in current environment.



IBM Tivoli Storage Manager FastBack is a data protection and near-instant recovery software solution for business-critical Microsoft Windows and Linux servers, in data centres, remote offices and small to mid-sized enterprises.

Tivoli Storage Manager FastBack helps clients eliminate backup windows, reduce the amount of data at risk between backups to almost zero and reduce the time to recover from almost any data loss.



- Key questions to ask your customers to build your pipeline• Do you have Windows or Linux server applications where fast recovery from failure is critical to your business?

• Do you have an automated way of getting your data off-site to provide for disaster recovery/resiliency?

• Do you have challenges with backup and recovery at remote sites due to a lack of skilled on-site IT resources?

• Are you running business-critical applications such as Exchange, SQL and SAP and so forth on Windows or Linux servers?

• In terms of time, how much data can you afford to lose?

• How long can you afford to be without access to this data?

• Does your current solution meet these requirements, no matter what happens (lost files, server crash, local or regional disaster)?


Tivoli

Business ContinuityFeaturing IBM Tivoli Storage Manager, automates data backup and restore functions, supports a broad range of platforms and storage devices, and centralizes storage management operations.

Average sales cycle = 60-180 daysAverage deal size (SW) = $15-$50KOrdering system = Passport or AASSoftware Value Incentive Eligible

What Customers Struggle With:• A tidal wave of data growth and need next-generation solutions for protecting, retaining and

managing all this information. • IT budget – users need to manage more data with less infrastructure and management. • Data loss due to disasters, hardware failures, viruses, and user errors - users need automated

data protection and a unified data recovery platform. • Unreliable and incomplete backups; backups are consuming too many hardware and people

resources

Value of the Solution• Reduces infrastructure, downtime, operational expenses, and risk associated with data loss• Improves application availability and manages data throughout its lifecycle• Supports compliance initiatives

Why it’s a great choice for partners• Storage Software is a $12+B market today, and growing fast!• Businesses need cost-effective solutions that reduce the risk of data loss while improving

application availability and service levels• Businesses need to reduce their TCO, including precious data center footprint and the costs

that go with it, including the rising costs to power and cool these devices


Web Landing Page

Sales Kit

Client Presentation


Demo



Success Stories

Partner Resources


Profitability Tool

Open Distribution

Sales Mastery Test


IBM Cost Buster Solution - Financing rates of $787 per month for 36 months subject to IBM Global Financing approval, & dependent on # & size of servers in current environment.



IBM Tivoli Storage Manager software provides centralised, automated storage management and data protection.

This storage management software from Tivoli protects you from the risks of data loss and helps you reduce complexity, allows you to manage costs and address compliance with data retention and availability requirements.

Stores backup, archive, restore, compliance and disaster-recovery data in off line storage.

Protects data on computers running a variety of different operating systems.

Provides storage management and data protection on hardware ranging from notebooks to enterprise computers and connected through the Internet, wide area networks, local area networks or storage area networks.



- Key questions to ask your customers to build your pipeline How many of your computers and the data they use or create, are important to the operation

of your organisation? What would you do if the disk drives on those computers failed? How quickly could you get up and running again? How long is it taking to backup or archive all your data now? How often are you buying new online storage to handle your data growth? How much of your online data is “stale” or “in-active”? How many off-line storage devices (tapes) are necessary to store all your inactive and

backed-up data? What would you do if a disaster happened?


Systems ManagementFeaturing IBM Tivoli® Endpoint Manager, built on BigFix® technology, combines endpoint and security management into a single solution that enables customers to see and manage physical and virtual endpoints-- achieving smarter, faster endpoint management.

Average sales cycle = 60 daysAverage deal size (SW) = $35KOrdering system = PassportSoftware Value Incentive Eligible

What Customers Struggle With:• Managing complexity, simplify and automate across heterogeneous endpoints, networks,

applications and operating systems• Ensuring compliance with security level mandates and reduce risk• Reducing TCO & Operational Costs • Limited IT budget & staff• Inability to remediate and report on compliance issues across the environment, regardless of

OS, network connection, etc.

Value of the Solution• IT Operations can realize significant cost savings in the management of endpoints, and IT

Security can realize significant improvement in endpoint security and compliance. • LOB can realize improved security for endpoints that are accessing applications, and also

improved end user productivity• TEM for Patch Management automates and simplifies the patching process, while reducing

staffing efforts by as much as 20:1 and reducing dedicated infrastructure by up to a 40:1 ratio.

Why it’s a great choice for partners• Ability to make money and profit quickly (90 days or less)• Up-sell/cross-sell opportunity: Seamless upgrade to add any of the other products through a

simple license key change. All Tivoli Endpoint Manager products operate from the same console, the same endpoint agent and the same management server

• Midmarket accelerator - dollars generated in midmarket accounts are worth 3x the points of dollars in enterprise accounts


Web Landing Page

Sales Kit

Client Presentation


Trial Downloads



Success Stories

Partner Resources


Profitability Tool

Open Distribution

Sales Mastery Test


IBM Cost Buster Solution - Financing rates of $188 per month for 36 months, subject to IBM Global Financing approval, based on 100 users. Includes software, subscription & support. Configuration subject to change.

Tivoli


IBM Tivoli End Point Manager (BigFix) End point management software for servers, desktops, laptops, and specialized equipment

IBM Tivoli Endpoint Manager, built on BigFix technology, helps achieve smarter, faster endpoint management.

It combines endpoint and security management into a single solution that enables IT to see and manage physical and virtual endpoints including servers, desktops, roaming laptops and specialised equipment, such as point-of-sale devices and the market exploding mobile devices built on operating systems such as Apple iOS and Google Android

As threats emerge, the software allows you to rapidly remediate, protect and report on endpoints in real-time. By automating time-intensive tasks across complex networks, they control costs while reducing risk and supporting compliance.

Tivoli Endpoint Manager can be deployed in days for any network size or configuration, providing a very rapid return on investment.


•IBM Tivoli End Point Manager (BigFix) End point management software for servers, desktops, laptops, and specialized equipment

- Key questions to ask your customers to build your pipeline

What are you doing to reduce the complexity and costs of managing all your servers, desktops, laptops and growing number of mobile devices ?

How do you today manage automating a wide variety of IT administration and security operations tasks like software license compliance, systems management, power management and endpoint security?

How challenging is compliance to you in this emerging era?


SecurityFeaturing IBM Security Network Intrusion Prevention System provides better performance, extensible security and easy management by delivering easy-to-use data security and Web application protection policies to help businesses prevent data loss and attacks targeting Web applications.

Average sales cycle = 30 daysAverage deal size (SW) = $48KOrdering system = AAS

What Customers Struggle With:• Increasing number of required software patches or vulnerabilities with no patch• Increasing number of network security point solutions that are costly to deploy and manage

Value of the Solution• Avoid the risk and costs associated with a security incident or breach• Ensure business critical infrastructure is undisrupted and available• Address critical security and compliance risks with minimal impact to business critical

infrastructure• Reduce costs by consolidating point solutions and simplifying management• Rest assured with security backed by X-force Research security experts

Why it’s a great choice for partners• Security represents a large and fast growing opportunity growing to $78.5B in 2012• The IBM Security Portfolio combines the power of all Brands – Tivoli, Rational, WebSphere,

IM, Lotus & STG making IBM the only security vendor in the market with an end-to-end framework and solution coverage from both the business and IT security perspectives


Web Landing Page

Sales Kit

Client Presentation


Demo

Data Sheet

Success Stories

Partner Resources


Profitability Tool

Sales Mastery Test


IBM Cost Buster Solution - Financing rates of $541 per month for 36 months, subject to IBM Global Financing approval, based on 100 users. Includes software, subscription & support. Configuration subject to change.

Tivoli


IBM Security Network Intrusion Prevention System Stop internet threats with advanced threat detection and prevention appliance

IBM Security Network Intrusion Prevention System solutions stop Internet threats before they impact your customers business.

IBM Security Network Intrusion Prevention solutions provide comprehensive protection while reducing the cost and complexity associated with deploying and managing point solutions.


•IBM Security Network Intrusion Prevention System Stop internet threats with advanced threat detection and prevention appliance


How do you deliver Advanced Threat Detection and Prevention to stop targeted attacks against high value assets?

How do you protect your systems before you have time to patch?

What do you do to protect web applications from threats such as SQL Injection and Cross-site Scripting attacks?

How do you monitor data security risks throughout your network?

What do you do to prevent network misuse/abuse from instant messaging and peer-to-peer file sharing?

Do you have flexible network deployments with new high performance security appliances and virtual security appliances?

How would you benefit from access to Ahead of the Threat® protection backed by world renowned IBM X-Force Research?


WebSphere

Cloud Application Integration Average sales cycle = 30 daysAverage deal size (SW) = $100KOrdering system = Passport AdvantageSoftware Value Incentive Eligible

What Customers Struggle With• Dissatisfaction with existing, incomplete integration solutions, including custom code, on-

demand, and on-premise• Lack of skills/time required to connect Cloud/SaaS and on-premise applications• Decreased productivity and increased data errors due to need to manually re-enter data in

multiple Cloud/SaaS and on-premise applications• Low user adoption for new Cloud/SaaS applications since relevant information exists in on-

premise or other Cloud/SaaS applications• Complexity of users having to learn logins/passwords of multiple systems• Lack of control since users are unable to manipulate other systems from within one application,

running the risk that applications will contain conflicting data


Web Landing Page

Sales Kit

Client Presentation


Demo


Cast Iron References

Partner Resources


Profitability Tool

Open Distribution

Sales Mastery Test

Technical Mastery Test

IBM Cost Buster Solution - Payments as low as $362 USD per month for 36 months subject to IBM Global Financing approval, based on 100 users. Includes software, 1st year support. Configuration subject to change

Featuring WebSphere Cast Iron Cloud Integration enables companies to rapidly connect their hybrid world of public clouds, private clouds, and on-premise applications

Why it’s a great choice for partners• Land new accounts in Invest, Core and GB Markets• Upsell existing accounts with new Hybrid Cloud Integration capability• Drive competitive wedge against application providers like SAP, Oracle and Microsoft in GB

and Mid-Market Accounts• Beat competition with the only offering available in 3 form factors (VMWare, SAAS and

Appliance)

Value of the Solution• Rapid Integration with No Coding• Rapid Return on Investment• Reduced Risk and Total Cost of Ownership

• Savings of up to 80% in project costs• Increase in IT Self Sufficiency• Simplest Monitoring and Management



WebSphere Cast Iron Cloud integration provides pre-configured integration solutions for hundreds of leading enterprise & cloud applications, using the "configuration, not coding" approach to integration needs throughout entire lifecycle.



- Key questions to ask your customers to build your pipeline Do you use Cloud or Software as a Service (SaaS) applications today? Do you need to integrate your Cloud / SaaS applications with each other? Do you need to integrate your

Cloud / SaaS application with your enterprise applications?

We were recently working with a company which needed to cut costs and yet still provide new capabilities quickly. They wanted to use Software as a Service & Cloud technologies to do this because cloud applications often have a pricing structure that reduces the budgetary issues associated with acquiring new applications. They also liked its promise of increasing the productivity of business users by making applications available to them when they are needed.

When they started looking at it, they realised that their Cloud applications alone were not providing much differentiation because they weren't integrated with their existing back-end applications to streamline core operational business processes.

IBM Business Partners were able to help them make available a huge quantity of their corporate data to newer, more cost-effective Cloud systems. With Cast Iron appliances, they can integrate cloud applications in the space of days and achieve lower cost and better ROI in their Software as a Service model.

Does this sound like something your company could benefit from? If so, can we schedule a half-hour next week to look into it further?


Business Analytics

Small and Medium Business SolutionsFeaturing IBM Cognos Express, the first and only integrated business intelligence and planning solution built to meet the needs of midsize companies. It delivers the essential reporting, analysis, dashboard, scorecard, planning, budgeting and forecasting capabilities that midsize companies need at a price they can afford.

Average sales cycle = 60 daysAverage deal size (SW) = $30KOrdering system = Passport AdvantageSoftware Value Incentive Eligible

What Customers Struggle With• Business users don’t have access to the information they need nor do they have the

confidence in the information to make better decisions• Inability to deliver timely, reliable forecasts & plans that align operational tactics with

financial targets• Limited IT resources, BI and Predictive analytics expertise and budgets

Value of the Solution• Purpose-built for midsize companies • Easy to Install - Prepackaged – requiring no assembly and minimal IT support. • Modular and provides complete growth path – start small, show immediate value and grow • Easy to Use - Empowers all users with self-service

Why it’s a Great Choice for Partners• Sell to net new prospects, with new software and services, and build long term

relationships for growth expansion with an opportunity to sell up and across, and provide continued services engagements as an organization grows

• Cognos Express is purpose built with everything included, so it offers a lower TCO • Customers can start small, start anywhere, match their budget, and deliver immediate

value


Web Landing Page

Sales Kit

Client Presentation


Hosted & Downloadable Trial


Demo

Partner Resources


Profitability Tool

Authorized Distribution

Cognos Midmarket Foundational Sales Mastery

IBM Certified Solution Developer - Cognos Express Xcelerator and Advisor

IBM Cost Buster Solution - Financing rates for less than $36 USD per user per month subject to IBM Global Financing approval, based on 25 users or $886 USD per month for 36 months. Includes software, 1st year support and hardware. Configuration subject to change.



IBM Cognos Express is the first and only integrated business intelligence (BI) and planning solution purpose-built to meet the needs of midsize companies.

It delivers the essential reporting, analysis, dashboard, scorecard, planning, budgeting and forecasting capabilities that midsize companies need at a price they can afford. Everything is included in a pre-configured solution that is easy to install, easy to use and easy to buy.



- Key questions to ask your customers to build your pipeline (when talking to someone from the IT)

What happens when management is not able to get information they need in a timely manner for decision making or do not have the visibility they need across the multitude of business systems?

How many people do you have creating and maintaining reports? What is the annual cost for supporting your reporting applications?

Does your user community have self-service access and personalisation in their current reporting environment?

Have they requested more control? Have "rogue" applications appeared to fill gaps in service?

What happens when you need to combine information from multiple data sources to produce business reports?

Does the business trust or have confidence in the information they receive?


Business Analytics

Business IntelligenceFeaturing IBM Cognos 10, which enables business users to access and analyze the information they need to improve decision making, gain better insight and manage performance. Cognos Business Intelligence solutions include software for query, reporting, analysis and dashboards, as well as software to gather and organize the information from multiple sources.

Average sales cycle = 60-120 daysAverage deal size (SW) = $97KOrdering system = Passport AdvantageSoftware Value Incentive Eligible

What Customers Struggle With• 47% of users don't have confidence in the information they use to make decisions• 59% say they missed information they should have used • 42% of managers use wrong information at least once a week• 95% of the typical workforce do not understand the corporate strategy and how they align with it

Value of the Solution• IBM Cognos software can improve the productivity of workers involved in reporting, finance, or

analysis by up to 20% • When organizations use IBM Cognos software to improve the productivity of its workforce or

analyze how it is deployed, staffing needs can be reduced by up to 15%• IBM Cognos software enables companies to reduce asset levels by up to 15%

Why it’s a Great Choice for Partners• Business Intelligence is the #1 agenda item for CIOs for the third straight year, according to

Gartner • IBM Cognos 10 revolutionizes how organizations use business intelligence. Built on a proven

technology platform, Cognos 10 is designed to upgrade seamlessly and to cost-effectively scale for the broadest of deployments

• IBM Cognos 10 delivers a revolutionary new experience and expands traditional business intelligence (BI) with planning, scenario modeling, real-time monitoring and predictive analytics


Web Landing Page

Sales Kit

Client Presentation

Try and Buy Trial

QuickStart


Demo

Partner Resources

Authorized Distribution

Cognos Business Intelligence Sales Mastery Test

Learning CenterAdministrator Designer Developer

Sales Training

IBM Cost Buster Solution - Financing rates for less than $36 USD per user per month subject to IBM Global Financing approval, based on 25 users or $886 USD per month for 36 months. Includes software, 1st year support and hardware. Configuration subject to change.



IBM Cognos 10 delivers a revolutionary new experience and expands traditional business intelligence (BI) with planning, scenario modeling, real-time monitoring and predictive analytics.

Business users can explore all aspects of their business with a limitless BI workspace that supports the way people think and work.

Freedom to think: A unified BI workspace delivers analytics everyone can use to answer key business questions

Connect with others: Collaboration and social networking capabilities let you build and share insights to gain alignment

Simply do: Mobile and real-time analytics bring insight to the point of maximum impact




Line of business – Do you have access to the information you need when you need it? – Do you have a single place to get your needed information on a daily basis? – Are you constantly relying on IT for access to critical business information? – Do you trust the information you receive? – Is everyone working off of the same numbers?

IT– Do you have a difficult time meeting the needs around information requests? – Is the business able to author their own reports and do their own analysis or are they

always reliant on IT? – Do business users require access to different data sources to measure performance?

Are you able to get access to all of the data across your organization? – Is the user adoption for your existing BI tools as high as you expect them to be?


Rational

Power your InnovationFeaturing IBM Rational Development Solutions for Power. Leverage this actionable, install base and an affinity play to sell Rational with hardware and reach out to hundreds of thousands of installed Power Systems customers. Clients can gain at least 20% in productivity with modern development tools and user interfaces.

Average sales cycle = 90 daysAverage deal size (SW) = $60KOrdering system = Passport Adv & AASSoftware Value Incentive Eligible

What Customers Struggle With• Business Agility: Accelerate time to market and improve project visibility• Delivering higher performing applications quickly• Developer Productivity: Achieve 20-30% gains • Modern tools for modern times

Value of the Solution• Accelerate time to market and improve project visibility• Take advantage of the Power HW capabilities such as multi-thread• Create & enhance modern flexible applications and user interfaces on IBM i, AIX and Linux• Retain leading developers and attract new developers familiar with the Eclipse platform

Why it’s a great choice for partners• Maximize your HW and SW revenue and promote repeat business• Sell more HW (Web applications need more HW to run)• Increase customer satisfaction and prevent erosion to competitors– help applications

take advantage of the new capabilities of POWER systems hardware with new compilers• Developers using older, single purpose tools are not as productive• Mitigate customers’ business risk and cost• Exploit Web and mobile devices as user interfaces


Power Sales Kit

Compilers Sales Kit


Trial Downloads

Rational Team Concert

Rational Developer for Power

Rational Compilers

Rational Power Appliance

Partner Resources

Power Video

Power Podcast

Technical Sales Mastery

Open Distribution


IBM Cost Buster Solution – Rational Team Concert financing rates as low as $459 per month or $38 per user per month, for 36 months subject to IBM Global Financing approval. Based on 15 users. Includes software, subscription & support. Configuration subject to change.



IBM Rational solutions for Power Systems servers provide organisations with new, cost-effective, and practical optimisation opportunities that free resources to build new smarter products and services that deliver business value.

Rational solutions help accelerate development and delivery of multiplatform applications on IBM AIX®, IBM i, and Linux® operating systems

The IBM Rational high performance compilers offer cost savings and utilisation from your existing infrastructure. Modern compilers can leverage multi-core and parallelisation which improves performance and scalability of your applications.

IBM Rational Power Appliance is a complete workload optimised solution preconfigured with IBM’s latest POWER7 server, AIX O/S, Rational developer for Power, Rational Team Concert, and XL C/C++ or COBOL compilers.




How do you Improve system utilisation today? What could you do to boost productivity and accelerate innovation ? What plans do you have to improve or enhance your organisations agility ? How do you manage and integrate application portfolios ?


Margin Incentive Based on Skill5. The Software Value Incentive (SVI) is an initiative

designed to reward Business Partners for their role and value in the sale. Enhances profitability and increases ROI.

6. Software Value Incentive is for Eligible software products ordered through PassPort Advantage. Check the Software Value Incentive Eligible Part Number List.

7. To be eligible for SVI, you must have one current software IBM Sales Mastery and two current software IBM technical certifications that software product group or brand.

Normal channel

discount.

Example: 5%

SVI Identification

SVI Sell

Example: 20%

Consider the time and cost to achieve skills required for eligibility.

2. IBM Authorized products can only be resold by authorized Business Partners. Example:

– Tivoli End Point Manager (BigFix), WebSphere Cast Iron

– Cognos Express and Cognos 10

3. IBM Software's Open product portfolio is available for all Business Partners to resell. Example:

– Tivoli Storage Manager FastBack and Tivoli Storage Manager

– Rational Team Concert, Developer and Compilers for Power

– DB2 Express and Informix Innovator-C Edition


IBM Global Financing Value for Business Partners

Good for you as a seller… Facilitates closing the entire solution (including BP services) without scaling back Close deals faster by overcoming budget issues Decrease discounting by making payments more affordable Differentiates your solutions from the competition Drive more repeat business with upgrades and end of lease options Offer IBM Certified Pre-owned Equipment when new is not an option

Good for your firm… Receive payment from IBM Global Financing faster than you would with a cash purchase

(free up cash to fund your growth) Opportunity to receive a fee for selling financing Eliminates client credit risk – IBM Global Financing assumes the risk. Obtain Working Capital for credit approved Business Partners

Easy to use through Rapid Online Financing… Web access, instant turn around – quotes/confirmations, available 24/7 Available in over 30 countries, in 15 local languages Tailored and optimized versions

– Distributor’s website– Alliance partner’s website– IBM PartnerWorld

Get an account on our Rapid Online Financing (ROF) tool so you can create quotes and generate contracts for your clients

Access our Accelerate Growth with Financing White paper for details on how you can benefit from working with IBM Global Financing

Click to learn more


Access to Marketing Assets and Co-Marketing

Click to read more on


Next steps

• send a letter to your reseller• page 2 of this deck• objective – get a meeting to discuss IBM SW solutions

• 1st meeting• understand the SW portfolio that they have• bring them up to speed with these solution sales• objective - get a meeting for SW SME

• XXX(IBM)• XXX (Distributor A)• XXX (Distributor B)

•2nd meeting• agree which products support the BP portfolio• learners permit?• distributor help and support• you pass we pay courses• possibly work with another BP• possibly bring in IGF (XXX) • possibly bring in ITS (XXX)

© 2011 ibm corporation project gearbox project recruit creating value and profit for ibm hardware...

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