making money selling ibm software
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Nathan Kirkham Information Management Channel Manager UK & Ireland March, 2011. Making Money Selling IBM Software. Next 30 mins …. Why IBM Software? IBM Software Portfolio IBM Software Business Partner Programs Go-to-market Activity Who to contact. Why IBM Software?. - PowerPoint PPT PresentationTRANSCRIPT
© 2011 IBM Corporation
Making Money Selling IBM Software
Nathan Kirkham Information Management Channel Manager UK & IrelandMarch, 2011
© 2010 IBM Corporation2
Next 30 mins ….
Why IBM Software?
IBM Software Portfolio
IBM Software Business Partner Programs
Go-to-market Activity
Who to contact
© 2010 IBM Corporation3
Why IBM Software?
Take time to review http://www.ibm.com/software
© 2010 IBM Corporation4
The IBM Software Portfolio
Business Analytics– Business Intelligence; Advanced Analytics;
Financial Performance & Strategy Management; Analytic Applications.
Enterprise Content Management– Basic Content Services; Capture & Imaging; Case
Management; Search & Discovery; Content Analytics
Information Management– Data Management; Information Integration; Data
Warehousing; Master Data Management
Lotus software– Email, Calendaring and Collaborative Applications;
Social Computing and Mashups; Unified Communications; Portals
Rational software– Business Planning and Alignment; Portfolio,
Product and Project Management; Design and Development, Security and Compliance Management
Tivoli software– Asset Management; Network and Service
Assurance; Security, Risk and Compliance Management; Performance Management; Process Automation; Storage Management
WebSphere software– Application Infrastructure; Application Integration;
Business Process Management; Business Rules Management; Optimisation and Analytical Decision Support
System Z software– Mainframe Applications; Mainframe Data
Management; Mainframe Service Management; Mainframe software for Linux
© 2010 IBM Corporation5
IBM Software Business Partner Programs
Voted best Partner Program. Golden Award for Middleware Channel. Company of the Year.
Authorized Portfolio
Authorised(5K BPs)
Open Portfolio
Open
IBM Software Value Plus
45K BPs
170+ Countries
Primarily MidmarketSolutions
© 2010 IBM Corporation6
Partner Incentives and Contracts
Software Value Incentive (SVI)– Reward BPs for the role they play and the value they bring throughout different stages of the sales cycle.
Value Advantage Plus (VAP) – Reward BPs who have value-adding business models where the majority of revenue is derived from the sale of
applications they develop or services they perform.
Value Advantage Plus for Government Sales (VAPG)– As VAP but for sales into the public sector.
Software Value Plus Industry Authorization– Demonstrate your industry expertise and industry solution to gain recognition and rewards
Application Specific Licensing
Other Equipment Manufacturer (OEM)
Contact: Rita Thompson – SWG Channel Programs Managerhttp://www.ibm.com/partnerworld/softwarevaluplus
© 2010 IBM Corporation7
Go-to-market Activity
Co-funded marketing– 50% reimbursement on pre-approved marketing campaigns
• Direct • Indirect via Value Add Distributor
– OnChannel• 75% reimbursement on agency delivered campaigns• Mid-market focus
Brand Sales Plays– PartnerWorld portal
Marketing Support– Regular marketing education and industry insight events in UK
– PartnerWorld portal
– Case Studies, Win Wires, ReferencesContact: Jeannette Knight – SWG BP Marketing Manager
http://www.ibm.com/partnerworld
© 2010 IBM Corporation8
http://www.ibm.com/whois
© 2010 IBM Corporation9
For more information
Graeme HorncastleIBM SWG Middleware BP TeamIBM Bedfont Lakes1 New SquareMiddlesexTW14 8HB
Tel: +44 (0) 7710 612 541
Dominic TravisIBM SWG Industry Solutions BP TeamIBM Bedfont Lakes1 New SquareMiddlesexTW14 8HB
Tel: +44 (0) 7810 554556
Jeanette Knight
IBM SWG BP Marketing IBM Bedfont Lakes1 New SquareMiddlesexTW14 [email protected] Tel: +44 (0) 7980 445 234
Rita Thompson
IBM SWG BP Programs IBM Bedfont Lakes1 New SquareMiddlesexTW14 [email protected]
Tel: +44 (0) 7710 091 938
