industry solutions software smarter commerce - business partner guide value propositions

© 2012 IBM Corporation

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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1

Industry Solutions Software Smarter Commerce - Business Partner GuideValue Propositions

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Smarter Commerce can help transform every phase of the commerce cycle

BuyDrives intelligent,

adaptive and optimized extended supply chains based

on customer demand

MarketCreates personalized and relevant offers

with unified cross-channel

marketing

ServiceAnticipates

behavior and delivers flawless customer service

across all channels

Sell Enables customers

and partners to buy what they want,

when and where

Sourcing, controlling and procurement of goods and services

Targeted and personalized

marketing across all customer interactions

Selling and fulfillment of products and services across

all channels

Servicing customer needs

across all interaction

channels

MarketBuy

Service SellCustomer

InsightInsight StrategyStrategy

EngagementEngagement

Market opportunity




Market Opportunity

TARGET CLIENT SIZE

>1000 = 62%

100 – 999 = 19%

1 – 99 = 15%

Non Business = 4%

TARGET CLIENT SIZE

>1000 = 62%

100 – 999 = 19%

1 – 99 = 15%

Non Business = 4%

$78 billion in opportunity for 2011

Growing 3x faster than overall IT opportunity

Smarter Commerce

Market opportunity

Market Opportunity

Source: IBM Market Analysis (GMV). 091111 Alisa Macklin BP Summit Presentation V2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

Buy

Market

Sell

Service




Smarter Commerce Portfolio / Solution Overview

Portfolio overview

CORE BUSINESS PROCESS OFFERINGS

Buy Market Sell Service

Supplier Integration & Management

Supply Chain Management Payments and Settlements

Customer Awareness & Analytics

Social Media Marketing Cross-channel Campaign Mgmt Digital Marketing Optimization

Cross-channel Selling Order Management &

Fulfillment Customer Integration &

Collaboration Store Solutions Payments & Settlements

Delivery, Service, & Support

Customer Self-Service Case Management

Retail Store Solutions




Portfolio Value Propositions

Value Propositions

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

Why Partner with IBM around Smarter Commerce?




Business Partner Reference – Smarter Commerce

Reference

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




Business Partner ProfilePartner Profile

Value driven, solution oriented

Revenue predominantly in Services (typically 80% of total revenue)

Small sales organization that is highly dependent on IBM SSRs

Works roughly 5-7 deals/year

Velocity driven, transaction oriented

Revenues mostly in resale or SVI revenue, some adjunct services

Larger sales organization that is highly dependent on customer budget and renewal stream

Works roughly 15-20 deals/year/rep

Profile of Traditional Reseller Profile of High Volume Reseller



This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

5 Quick Steps to Get Started

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

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 Smarter Commerce 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…




Resources – Smarter Commerce

Key People:

John Ehmann, WW Director Smarter Commerce

CONTACT: 1-614-873-2620,[email protected]

Melinda Matthews, Director - WW SWG Industry Solutions Sales, Business Partners

CONTACT: + 44-207-021-9044, [email protected]

Stasie Fishman, WW Channel Business Development Executive

CONTACT: 1-516-349-3359, [email protected]

Resources

Key Places:

Become a Business Partner:Join PartnerWorld Here

Visit the Smarter Commerce Partner World page

Start your journey here

Smarter Commerce White Board Demo Access this here

Smarter Commerce Capability Authorization Start your journey here

Smarter Commerce Global 2012 Summits Learn more

industry solutions software smarter commerce - business partner guide value propositions

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