© 2012 ibm corporation this document is for ibm and ibm business partner use only. it is not...
TRANSCRIPT
© 2012 IBM CorporationThis document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
IBM Software Business Partner Guide
September 2012
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.3
IBM Software Guide – Table of Contents
3
How to Make Money Selling IBM Software
IBM Strategy and the Software Opportunity
Business AnalyticsCollaboration Solutions (Lotus)Industry SolutionsInformation ManagementMobile FoundationPureSystemsRationalSecurityTivoliWebSphere
Software Value Propositions
Getting Started
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.44
Join the IBM Software Team TODAY and Increase Your Profit Potential
Competitors IBM
36%
36% more grossprofit per deal
Revenue from <$100K leads passed averages $1M
Fee-free: no program enrollment fees Incentives for new licenses and renewals
Gross Profit from Middleware Deals
Rich IBM Software incentives reward Business Partners for value-add, influence and referral
IBM Software Business Partners have higher overall satisfaction
Source: 2009 IBM Software Business Partner Profitability Study, 2010 IBM Business Partner Diagnostics Survey, 2011 IBM SVP Program Assessment, competitor websites
15:1 increased profitability due to IBM Software Value Plus
Authorization
9:1 increased revenue due to IBM Software Value Plus
Authorization
Up to $50K “You Pass, We Pay” course and test
reimbursement for Premier Business Partners
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.5
Why Become an IBM Business Partner
5
Highly rated compensation package for maximum cash flow and return on investment (with
additional rewards for mid-market focus and value-add)
Leverage IBM Software marketing resources quickly and easily with cost-effective,
personalized campaigns and help from our expert agencies and Marketing Centers.
Comprehensive technical resources, education and enablement to build expertise and minimize your cost via PartnerWorld, the no-cost Virtual Innovation
Center, or advanced support via Techline.
Become part of “Team IBM” to optimize effectiveness and exploit economies of scale with the aid of IBM resources to help optimize your participation in IBM offerings, share resources, skills, support,
opportunities, and jointly develop joint go-to-market plans and tactics using the IBM award-winning PartnerWorld portal.
Grow your IBM Software business with revenue multipliers judged highest in the industry by BPs. Enjoy significant up-sell/
cross-sell and annuity revenue opportunity, and leading financing options for competitive advantage.
Improve customer responsiveness with comprehensive, cost-effective accessible technical support with access to
24 hour multi-format technical resources and enjoy rewards through the IBM’s certification program
Exploit the market pull of the industry’s largest and well recognized IT solution vendor for more business opportunity,
with a comprehensive, technically advanced portfolio of infrastructure software
Why Team with IBM Why Invest and Grow with IBM
IDC Partner Profitability 2011 Study Business Partners that sell IBM Software report:
The highest overall retained margins for the resell of their primary brands
The components of IBM's programs are greater accelerators to their business as compared to the total population.
Source: IDC Multi-Client Study, Partner Profitability 2011: Changing Business Models and Requirements in the Evolving IT Channel Ecosystem
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.66
IBM Business Partners are vital to IBM’s business
The IBM Business Partner Charter – guiding principles to work together
IBM Business Partners are vital to IBM’s business.
Our relationship is a collaboration of equals.
We strive to provide the industry’s best Business Partner experience in all respects.
We ground our relationships in the core values of IBMers
IBM Business Partners play a critical role in building a smarter planet.
- Provide midsize companies with groundbreaking solutions that improve efficiency and accelerate ROI
- Help smaller companies level the playing field, increasingly important in a world where ideas trump resources.
© 2012 IBM CorporationThis document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Click here for Table of Contents
77
IBM Software Business Partners have a wide range of profit opportunities including cross sell, influence, resell and bundled solution resell
Software Value Plus(SVP)
Software Value Plus(SVP)
Industry and Capability Authorization
Industry and Capability Authorization
Application Specific License (ASL)
Application Specific License (ASL)
Global program for SW resellers / influencers:
Consistent requirements and benefits in all countries for Product Group authorizations
Incentives for resale and influence for all client opportunities
Software Value Incentive (SVI): Incentives for Business Partner opportunity identification and progression
Earnings opportunities from 5% to 50%+
Recognition for expertise in providing client solutions, based on key IBM Software products
Industry: covers key Industries (Finance, Banking, Manufacturing…)
Capability: Security, Cloud, Social Business, Smarter Commerce, Business Analytics & other high growth solution areas
IBM Business Partner Mark Earnings opportunity from
20% to 30%
Resell model for lightly embedded and bundled solution offerings
Business Partner owns client relationship, including the license agreement
Single point of contact – sales and support
Business Partner earns via discount on product sales for both initial sales and annual renewals
Resell and Influence Solutions Bundled Solutions
PartnerWorld Incentives for Software Business Partners
Source: IBM Software SVP, SVI, Value Advantage Plus (VAP), SAI and ASL Program Operations Guides on IBM PartnerWorld
Solution Accelerator Incentive
(SAI)
Solution Accelerator Incentive
(SAI)
Global program for HW & SW resellers
Earn a Base Reward for selling IBM hardware and software together
Earn a Solution Bonus Reward for selling an IBM-defined solution
Claim is made through IBM SW VADs
Minimum revenue level (hw + sw) for a claim is $20K USD
Earnings opportunities from 15% to 30%
Cross Sell
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.8
How do I Make Money Selling IBM Software?
8
Facts: SVI/VAP participating Business Partners are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants
Facts: SVI/VAP participating Business Partners are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants
SVI (Software Value Incentive)
Rebates paid after the sale has closed
VAP (Value Advantage Plus)
Business Partners combine services with the solution sale and get an instant discount from your Value Added Distributor (VAD)
General Business Instant Rebate
Increase profitability with instant incentives paid by your VAD
Source: 2009 IBM Software Business Partner Profitability Study
IBM offers multiple programs to help you increase your Margin
Business Partners can earn incentives ranging from 5% - 60%
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.99
Supporting Business Partners with the Right Tools
Profitability ToolBusiness Partner Locator Tool
Grow Your Business Tool
Web ContentSyndication Ready to Execute
Campaigns Co-Marketing
Midmarket Asset Gallery and Assessment Tool
Financing a Smarter Planet
Getting Started with Social Media IBM Global Financing
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1010
PartnerWorld Technical
Support Resources
IBM PartnerWorl
d Communitie
s
PartnerWorld Software Value
Plus
Business Partner
Innovation Centers
PartnerWorld Selling
Resources
developerWorksResources for
Developers
Early Access Software Solution Training
IBM Innovation
Centers
IBM SWG Product Guide
PartnerWorld Value Package
benefits
IBM Industry Frameworks
IBM Support
Assistant
IBM Software
Acquisitions
Solution Assurance
Technical and Delivery
Assessment
Technical Support to help you get to Market Fast!
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.11
Help Build Smarter Profits IBM Supports You and Your Business End-To-End
11
“IBM’s Business Partner program is among the top few in the industry, if
not the top program.”
Darren Bibby, IDC
$2B IBM Annual Channel Investment
Industry Leading Products, Solutions
and Services
Exceptional Profit Model for
Business Partners
Worldclass Enablement and Go-to-Market Support
Leading Technology
Training & Skill Building
New Revenue Streams
Market Awareness
Demand Generation
Technical Support
Source: IBM Internal Reports
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1212
Why IBM? 2015 Roadmap for Growth Global IT industry leader serving clients and Business Partners for over 100 years
Growth Markets – $234 billion opportunity
Business Analytics – $168 billion opportunity
Cloud – $196 billion opportunity
Smarter Planet – $179 billion opportunity
IBM Software is on-track to contribute as much as half of IBM’s
profits by 2015
Let’s Build a Smarter Planet
Together
Source: IBM Market Insights , 2015 Total IT Opportunity, 1H12 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1313
IBM is Investing in Software and Growing…
25 25 AcquisitionsAcquisitionsAnnouncedSince 2010
11,00011,000Technical Professionals
25,000 25,000 Developersin 43 labs
5,500+5,500+ High ValueSoftware Business Partners75,00075,000
Business Partner TechnicalCertifications
• #1 in middleware market share• Largest enterprise software company• Software revenue has nearly doubled
and profit more than tripled since 2000
Business Know-how and Business Know-how and Technology InnovationTechnology InnovationAccelerate the JourneyAccelerate the Journey
Source: IBM Annual Reports, Investor Day Briefings, and IBM PartnerWorld
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.14
A transformed software portfolio IBM meets clients’ business and IT needs by industry and role
Supply chain CSCO
Industries
FinanceCFO
Human resources CHRO
Marketing CMO
ExecutiveCEO
Functions/roles
IT CIO
Turn information into insights
Deepen engagement with customers, partners and employees
Deliver enterprise mobility
Accelerate product and service innovation
Optimize IT and business infrastructure
Manage risk, security and compliance
Enable the agile business
Business and IT needs
Banking Energy Government Healthcare Education Transportation Retail Communi-cations
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1515
IBM Software market opportunity by business need
Deliver Enterprise Mobility
Deepen Engagement with Customers, Partners, and
Employees
Manage Risk, Security and Compliance
Turn Information Into Insights
Optimize IT and Business Infrastructure
Enable the Agile Business
Accelerate Product & Service Innovation
2012 Total Market Opportunity $147B($5B not captured with a capability)
2012-15 Relative Growth by Business Need
Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.
Turn Information Into Insights
Not IncludedManage Risk, Security and Compliance
Accelerate Product & Service Innovation
Deliver Enterprise Mobility
Enable the agile busines
Deepen Engagement with Customers, Partners, and Employees
Optimize IT and Business Infrastructure
52% of the opportunity comes from two needs, while Enterprise Mobility spurs the highest growth 2012-15
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1616
IBM Software products roll up to a core set of 28 capabilities that form the building blocks of solutions that address business needs
IBM Software serves 47 technology segments with
4500+ products
IBM’s software portfolio is unmatched in the breadth and depth of it’s capabilities to solve business needs
Source: IBM Market Insights
Turn information into insights
Deepen engagement with customers, partners and employees
Enable the agile business
Accelerate product and service innovation
Optimize IT and business infrastructure
Manage risk, security and compliance
Deliver enterprise mobility
Business Analytics Data Management Big Data Data Warehousing Enterprise Content Management Information Integration
and Governance
Social Collaboration Unified Communications Web Experience Commerce Enterprise Marketing
Management Smarter City Operations
Business Process Management Connectivity, Integration and
Service-Oriented Architecture (SOA)
Application Infrastructure
Mobile Development and Connectivity
Mobile Management and Security
Cloud and IT Optimization Asset and Facilities Management Enterprise Endpoint Management
Application Lifecycle Management Complex and Embedded Systems Enterprise Modernization
Identity and Access Management Data Protection Application Security Infrastructure Protection Security Intelligence and
Compliance Analytics
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.17
Significant potential growth opportunities for IBM Business Partners aligned to client business needs
17
Source: IBM Market Insights, 1H12 Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.
2015 IBM Software Market Opportunity by Business Need and Capability
Capability
BusinessNeed
$0
$25
2015Market
Size ($B)
0%
30%
2012-15CAGR
2015 Market Size 2012-15 CAGR
Deepen Engagement with Customers, Partners and
Employees
Deliver Enterprise
Mobility
Optimize IT and Business Infrastructure
Enable the Agile
Business
Turn Information into Insights
Accelerate Product
and Service Innovation
Manage Risk, Security and Compliance
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.18
Common answers for diverse needsSeize new marketplace opportunities on a smarter planet
Smarter Analytics
Cloud and IT Optimization
Social Business
Security
Product and Service
Innovation
Business Agility and
Mobility
Smarter Commerce
IBM software helps you do it.
Smarter Cities
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1919
2012 IBM Software Business Partner Strategy
IBM SoftwareCapabilities
Reach Broader Markets
Embrace New Business Models
Grow High Value Revenue
© 2012 IBM Corporation
Click here for Table of Contents
20
•Sign up with a value added distributor (VAD) •Sign up with a value added distributor (VAD)
•Build your PartnerPlan for success•Build your PartnerPlan for success
•Join PartnerWorld•Join PartnerWorld
• Get your technical & sales training • Get your technical & sales training
•Apply for the SVP or SVI and VAP incentives •Apply for the SVP or SVI and VAP incentives
Getting Started with IBM
For more information go to ibm.com/partnerworld/software
Five Steps to becoming an IBM Software Reselling Business Partner Five Steps to becoming an IBM Software Reselling Business Partner
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.2121
IBM Software brands and capabilities provide market opportunity for Business Partners who build solutions using our product portfolio to help them sell, build
references and drive continued success…
Market Opportunity
Solution and Product Portfolio
Why Sell/Value Propositions
Partner References
Partner Profiles
Partner Resources
Software Value Propositions