ibm software 2012 business partner kickoff virtual summit · 2012 business partner kickoff virtual...

January 31, 2012IBM Virtual Event Center

2012 Business Partner Kickoff Virtual Summit

IBM Virtual Event Center

IBM Software

Simplicity. Profitability. Growth.

https://events.unisfair.com/index.jsp?seid=29789&eid=556

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2012 IBM Software Business Partner Kickoff Virtual Summit


Turning Opportunity into ProfitabilityYou, our IBM Business Partners, are critical to IBM’s success and continued momentum in the marketplace. We remain committed to investing in the programs and resources required to support you.

Our third annual IBM Software Business Partner Kickoff Virtual Summit will focus on our strategic direction for 2012, and will provide insights on how to profitably evolve your organization and take advantage of exciting new growth opportunities.

Simplicity. Profitability. Growth. These three words form the foundation of the programs, incentives and tools IBM Software Business Partners can leverage. We want to ensure that you continue to choose to work with IBM Software, and that by choosing us, you are able to deliver greater client business value and increase your profit potential.

Simplicity From learning about simplified processes to faster lead processing, making it easier for you to do business with IBM is always top of mind.

ProfitabilityUnderstand the resources and tools available to build your skills, identify new prospects and turn them into sales.

GrowthDiscover key opportunity areas for growth and earning incentives in 2012. Delivering client value drives higher revenue and profit potential.

The Virtual Summit content includes:

• A General Session focusing on strategic priorities for 2012

• 17 Breakout Sessions covering a wide range of key topics

• An Expert Pavilion and Networking Lounge for live chats with subject matter experts on topics to help drive your success

We value your IBM Business Partner relationship and hope you find the Virtual Summit a truly valuable experience.


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Agenda In order to participate in the 2012 IBM Software Business Partner Kickoff Virtual Summit, both IBMers and IBM Business Partners must register for the event.

General SessionThe General Session of the 2012 Virtual Summit features top IBM Software executives and announcements on our most critical initiatives, incentives, and 2012 strategies and programs, plus steps to turn opportunity into profitability.

Time Activity

10:30 a.m.—11:30 a.m. General Session

11:30 a.m.—2:30 p.m. Breakout sessions (see page 4 for details)

11:30 a.m.—2:30 p.m. Expert Pavilion featuring moderated group chats (see page 6 for details)

11:30 a.m.—2:30 p.m. Networking Lounge featuring moderated group chats (see page 6 for details)

IBM Executives featured in the General Session include:

Mark Register—Vice President, IBM Software Business Partners and Midmarket

Steve Mills—Senior Vice President and Group Executive Software and Systems

Robert LeBlanc—Senior Vice President, Middleware Software

Michael Rhodin—Senior Vice President, IBM Software Solutions

Shaun Jones—Vice President, IBM Software Business Partners and Midmarket Marketing

Register Here



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Cross-Brand Sessions Speaker

Acquisitions: Drive incremental sales through new business opportunities New capabilities and solutions from recent Software Group (SWG) acquisitions can provide great opportunities to increase your sales. Acquisitions and neighboring opportunities are a key component in IBM’s strategy in the Software Roadmap to 2015. We have resources to educate and enable IBM Business Partners on acquisitions, as well as resources to help IBM Business Partners get started with IBM PartnerWorld™.

Nancy Henry-Serra Director, Worldwide SWG Channel Sales - Business Partner Value Programs

Jill Kanatzar Manager, Worldwide SWG Channel Sales - Acquisitions, New Business Models, Distributor Programs

Opportunities to increase your profitability with Business Partner Led Model (BPLM) Do you want to be recognized as the lead route to market for IBM in your coverage groups while earning additional margins? Learn how BPLM works, where it’s implemented and what is planned for 2012.

Mariella Razetto Vice President, Worldwide SWG System Integrators and Business Partner Led Model

Business Forecast: Clouds turning into profit opportunitiesDo you want to reach new customers and new markets? Do you want to deliver new solutions to your existing customers? Whether it’s Software-as-a-Service, Infrastructure-as-a-Service or Platform-as-a-Service, IBM has what you need to help you grow your business.

Vincent Zandvliet Vice President, Worldwide SWG Business Partner Sales

Bob Getchell Worldwide SWG Channel Sales - ASL and Cloud

Demand generation that worksEffective marketing can reap big rewards when you have all the right elements. IBM is focused on making sure that you do. That means having the latest news to help you run campaigns, enhancing the quantity and quality of the leads we pass to you, simplifying our processes and tools, and helping you progress and close business. We offer the latest information on providing enhanced market awareness for your company—and our software—in the marketplace.

Shaun Jones Vice President, Worldwide IBM Software Business Partner and Midmarket Marketing

Small deals and volume businessSmall deals in the worldwide software market are estimated to grow by USD 21 billion over the next five years1. Small deals in growth markets are increasing 63% faster than worldwide2. IBM’s investment in this space can help you deliver small deal and volume business offerings to your customers and prospects, and provide outstanding opportunities to broaden your sales and profitability.

Joe Savino Director, Worldwide SWG Midmarket and Small Deal Sales

Win new customers selling IBM’s midmarket software portfolio The midmarket is a USD 20 billion opportunity growing 30% faster than enterprise business, a trend which is expected to continue until 20153. We will talk about the fastest markets, which are all supported by IBM’s midmarket software products. IBM has expanded its 2012 support to help with your marketing and sales efforts!

Lucille Pennisi Director, Worldwide SWG General Business, Midmarket and Business Partner

SVP: Making skills and solutions profitableLearn about the latest Software Value Plus (SVP) news and ways to increase your profits with skills and solutions. Find out what’s new in 2012!

Nancy Henry-Serra Director, Worldwide SWG Channel Sales - Business Partner Value Programs

Dave Fitzpatrick Manager, Worldwide SWG Channel Sales - Industry Initiatives

Software-as-a-Service: New opportunities for Software Value Plus Business PartnersIBM has big plans for Software-as-a-Service (SaaS) offerings for our Software Value Plus (SVP) Business Partners. They involve how SaaS will be managed in PassPort/Advantage, as SaaS offerings are very different from traditional PassPort/Advantage license sales. The SaaS model is unique and requires the Business Partner Guided Sales Tool—a new tool used to prepare and submit SaaS orders to a distributor.

Dan Russell Director, Worldwide SWG Channel Sales - Business Partner Initiatives

1 EIW, SWG Market Insights Pipeline Analysis 2 EIW, SWG Market Insights Pipeline Analysis 3 xGMV 3Q11 RQMV3Q1G July 2011


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Increasing profits through subscription and support Subscription and support (S&S) can yield significant rewards for your business. Be sure you understand S&S, the value it provides to your customers’ profitability and how to earn more revenue by leveraging renewals.

Gary Evee Worldwide VAD and Subscription & Support Sales Executive, SWG Channels

Brand Sessions Speaker

Business Analytics: IBM Business Analytics opportunities for Business Partners in 2012IBM has assembled the most compelling portfolio of Business Analytics (BA) solutions for all company sizes, and wants the IBM Business Partner ecosystem to profit from this opportunity as we expand the market. Leverage specific BA initiatives like the BA Solution Capability program, the Cognos® Midmarket Business Partner Led Model (BPLM), the BA Partner Learning Center and much more!

Mel Zeledon Vice President, Channels and Mid Market - IBM Business Analytics, SWG

IBM Collaboration Solutions: Success as a Social Business partner

Explore the successful contributions of our Business Partners in 2011, and receive guidance on new and exciting opportunities that can help Business Partners move toward profitability by selling social business solutions in 2012.

Michael Garbett Vice President, Business Partner and Mid-Market Sales, IBM Collaboration Solutions

IBM Rational®: The Rational way to make opportunities count

Get a jumpstart on 2012! Learn how to increase profit opportunities right out of the gate with tips on how to make this happen. Learn what’s new and exciting to help jump start your selling in 2012.

Jeffrey Kristjansen Worldwide Sales Director, SWG Channels

IBM Tivoli®-Business Partners: Be bold. Be Tivoli. Be limitless.

Discuss the successful contributions of IBM Business Partners in 2011, and learn about new and exciting opportunities that can help them become bolder. IBM Business Partners can reap rewards by selling more Tivoli products in 2012.

Lou Attanasio Vice President, Worldwide Sales - Tivoli Software

Ernest Jones Director, Worldwide Sales - Tivoli Software, General Business, Channels, Cloud and OEM

IBM WebSphere®: Path to profitability This session will review top 2012 IBM Business Partner priorities. Hear how to increase profits in your deals, and about upcoming events. Get information that will help you keep your skills sharp and opportunities flowing!

David Wilson Vice President, Worldwide WebSphere Business Partners, General Business and Enablement

Turning opportunity into profitability with Industry Solutions softwareHear success stories from 2011 and get guidance on what’s new with Industry Solutions software in 2012. Topics will focus on how Smarter Commerce™, Enterprise Content Management, Smarter Cities® and midmarket initiatives can help IBM Business Partners reach new customers and drive profitability this year.

Melinda Matthews Director, Worldwide SWG Industry Solutions Sales, Business Partners

Getting more for your money, grow your business with Information ManagementAs we deliver and enable new technologies, IBM relies on IBM Business Partners to extend the value offered by Information Management with innovative integrated solutions and services, and deep technical and industry expertise. Learn about our business priorities, where we are investing our efforts, our strategic priorities and how IBM Business Partners can play a major role in 2012.

Rupert Bonham-Carter Director, Worldwide SWG Channel Sales, Information Management

Security Systems: IBM’s new division, your hot opportunitySecurity is a big and rapidly growing segment of the industry. We will discuss IBM’s newest division that brings opportunity, focus and resources to IBM Business Partners, the Q1 Labs acquisition that adds depth to the IBM security portfolio, and IBM’s new Security Systems Division that goes live January 1, 2012.

Jay Leary

Worldwide Sales Director, Channels - IBM Security Systems Division


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Expert PavilionThe Expert Pavillion is your virtual EXPO Hall, with booths where you can chat one-on-one with IBM Subject Matter Experts (SMEs) and download useful resources. From 11:30 a.m.—12:30 p.m., the Expert Pavillion will also feature moderated group chats hosted by participating SMEs.

Scheduled Group Chats (EST)

11:30 a.m.—12:00 p.m. 12:00 p.m.—12:30 p.m.

IBM Collaboration Solutions IBM Business Analytics

IBM Information Management IBM Industry Solutions

IBM Rational IBM Security

IBM Tivoli IBM WebSphere

IBM Acquisitions: Drive Incremental Sales through New Business Opportunities

IBM Demand Generation That Works

IBM's Midmarket Software Portfolio Opportunities to Increase Your Profitability with Business Partner Led Model (BPLM)

Business Forecast: Clouds Turning into Profit Opportunities IBM SaaS: New Opportunities for SVP Business Partners

Increasing Profits Through Subscription and Support Small Deals and Volume Business

IBM SVP: Making Skills and Solutions Profitable Earning Rebates Through the Renewal Value Incentive

Networking LoungeThe Networking Lounge is a place for Virtual Summit attendees to network with IBMers and other IBM Business Partners. Chat informally with participants at any point during the event, or attend one of the “how to” group chats moderated by IBM SMEs from 12:30 p.m.—2:30 p.m. to learn how to leverage tools and resources intended to accelerate your growth.

Scheduled “how to” Group Chats (EST)

Time (EST) Topic

12:30 p.m. How to generate leads and manage pipeline

1:00 p.m. How to effectively team with IBM sales for growth

1:30 p.m. How to access technical, sales and educational enablement from IBM

2:00 p.m. How to leverage market intelligence to build your strategy


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© Copyright IBM Corporation 2012

IBM Corporation Software Group Route 100 Somers, NY 10589 U.S.A.

Produced in the United States of AmericaJanuary 2012

IBM, the IBM logo, ibm.com, Cognos, Tivoli, Rational, WebSphere, Smarter Commerce, Smarter Cities, and PartnerWorld are trademarks of International Business Machines Corporation in the United States, other countries or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or TM), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. Other product, company or service names may be trademarks or service marks of others. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml.

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ibm software 2012 business partner kickoff virtual summit · 2012 business partner kickoff virtual...

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