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TivoliBusiness Partner GuideValue Propositions
© 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
Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.
AutomationEAMStorage
Total market opportunity over $35B by 2015
© 2012 IBM Corporation
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Faster Delivery
Smartphones and 1.2 billion mobile employees by 2014*
1Billion1Billion
Improved Reach
view cloud as critical to their plans*
90%90%
of digital content in 2012, a 50% increase from 2011*
2.7ZB2.7ZBNew Insights
Intelligent business assets*
20B+20B+Responsive Operations
1.1. Technology factorsTechnology factors1.1. Technology factorsTechnology factors2. People skills
3. Market factors
4. Macro-economic factors
5. Regulatory concerns
6. Globalization
7. Socio-economic factors
8. Environmental issues
9. Geopolitical factors
Factors impacting organizations:Factors impacting organizations:
Mastering technology is the key to rethinking IT and reinventing business
Market opportunity
* Data sources noted in speaker notes* Data sources noted in speaker notes
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Speeding service delivery from 45 days to
20 minutes
Speeding service delivery from 45 days to
20 minutes
Recognizing & repairing over 50% of issues before
operations impact
Recognizing & repairing over 50% of issues before
operations impact
Increasing sales with new promotions from
15% to 75%
Increasing sales with new promotions from
15% to 75%
Reducing the time it takes to backup critical
data by 80%
Reducing the time it takes to backup critical
data by 80%
Optimize with Cloud
Deploy Smarter Physical Infrastructures
Extend to Mobile Devices
Protect & Manage Data
IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships…
Portfolio Overview
Source: Tivoli Client Reference Database, various client referencesSource: Tivoli Client Reference Database, various client references
© 2012 IBM Corporation
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Service Delivery & Management Capabilities
Optimize with Cloud
Deploy Smarter Physical Infrastructures
Protect & Manage Data
Extend to Mobile Devices
IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success.
Portfolio Overview
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Value Propositions - TivoliValue Propositions
Best Service Delivery Products Skills: Tivoli Virtual Sales Academy Comprehensive Sales Plays
Access to Experts: Tivoli Accreditation Increased Lead Passing: LPDE, PAS, NLLB Small Deals and Cost Buster solutions
More Incentives - SVI Multiple Options - SVP Simplified Processes
ENGAGEENGAGE
ENABLEENABLE
EARNEARN
Leverage IBM Aircover – POE
Plays for Your Success
Tools to Grow Your Business
Web Marketing
Sponsored by IBM Sponsored by IBM Purchased by IBMPurchased by IBM Created by FansCreated by Fans
You Tube
Linked in
boominfo CNBC
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Winning isn't everything, it is the only thing!
Reference slide
Reference
STORServer Channel Management STORServer’s IBM ASL representatives Tivoli Brand folks Meridian IT Reseller
IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health.
STORServer At Bellin Health
Challenge: Bellin Health was facing a data management problem not unlike many health care providers are experiencing. Rapid growth in data was starting to tax the current infrastructure, including their old BackupExec system.
Objective: To replace a legacy system tied to the facility’s old electronic medical record system.
Solution: STORServer Backup Appliance
Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente.
Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Front-safe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers.
Front-safe at al denteThe leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup.
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Tivoli Business Partner ProfilePartner Profile
Profile of traditional Reseller
Value driven, implementation-oriented; offers value added expertise, including:
– Education
– Services (cloud, installation, configuration, migration, etc)
– Offerings Built on Tivoli (cloud, automation, asset management, security, storage)
Manage complex project engagements well, including competitive take-out situations
Run Co-marketing engagements to generate opportunities
Engages with IBM Marketing activities
Profile of high volume Reseller
Velocity driven, transaction-oriented
Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals
Generate leads by prospecting new customers
Strives to maintain digital marketing tactics
Takes advantage of IBM’s Co-marketing and conference benefits to generate opportunities
Leverages IBM Marketing resources
Understands lead competitors: EMC, CA, HP, etc.
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5 Quick Steps to Get Started
Visit the Tivoli PartnerWorld Site to access Business Partner sales and marketing tools and materials and training
Complete your Tivoli Business Partner profile
Plan to maximize your profitability & your team’s education path 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 Tivoli through Training & Certification.
Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing
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Resources
Join PartnerWorld to become an IBM Business Partner, then…
