CEMA Software Group Channels Technical Sales 2005

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© 2004 IBM Corporation

CEMA Software Group Channels Technical Sales 2005






Elena Georgieva

Sales Manager

NDB Ltd.

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

2

Channels Technical Sales


Roles and Missions in 2005


Channels Technical Sales Team
(SWIT)
Missions in 2005 :


Pool of IT Specialists from all SW Brands and SW IT Architects


Provide SW Technical Sales support for Business Partners (T1, T2, ..)


Consult Business Partners on IBM technical support options (VIC; TECs, IICs,
Techline, IDR, Brand teams, other SWITs…)



Provided support :


Enable to Sell


in the context of an Enablement Plan (PEP)


Sell with support


opportunity pre
-
sales support


Implementation support


first time implementation



CEMA Channels Technical Sales Setup




2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

3

Channels Technical Sales


Roles and Missions in 2005

Request

Reports & metrics
= SWIT touched
Channel Revenue,
Enagegements

CEMA
TSS/SWIT
community

Resource Assigned


SWIT CEMA

IT Architects/Specialist

SWIT

WebSphere


Data Mgmt


Tivoli


Lotus


SWITAs


Pan EMEA
Technical
Teams



SW Channel
Sales

(SSR BP)



SW Channel
development

(BDM)





PartnerWorld

Contact Services




SWIT/TSS
Community




Channel

Opportunity

Based (Siebel)





Technical
enablement
based on
enablement
agreed plan



Technical
support based
on entitled
benefit


SWG
Services,
Educ
Centers, ….

Business

Partner


2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

4

Technical Support Options

VAD


Partnerworld



Migration Station



Developerworks



Virtual Innovation Center



Techline



IBM Innovation Centers (IICs)



BP Compass



Beta Programs via PIC




2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

5

Partnerworld Program

VAD


Partnerworld is the IBM partner program for all BPs



HW partners, SW partners, ISVs, Resellers, Integrators



http://www
-
1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_pat.html



Offers sales, marketing and technical assistance



Training and certification



http://www
-
1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html



Technical Resources and Support



http://www
-
1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_trs.html


Value Package highly recommended for advanced technical support



http://www
-
1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html




2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

6

Migration Station

A Particular Project requires Particular Support

Tools, online tutorials, classes, forums, roadmaps, webcasts, services
and much more to put migration on the fast track


Database track




From MS SQL, Oracle, Sybase, ...
-
> Db2


App server track


From traditional prgm languages, newer J2EE, .NET based
-
> Websphere family


Java track


From traditional applications
-
> Java and open
-
standards based programming


Linux track



Your applications, mail servers, OS
-
> Linux


Lotus track


From MS Exchange environment
-
> Lotus Notes and Domino
-
> Web Services and
Portal Apps




http://www
-
106.ibm.com/developerworks/ondemand/migrate/

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

7

Technical Programs and Offerings

http://www
-
130.ibm.com/developerworks/

Developerworks

Alphaworks

http://www.alphaworks.ibm.com/

http://www.redbooks.ibm.com/

Redbooks

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

8

Virtual Innovation Center
-

VIC

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

9


Software Group Portfolio


WebSphere


Data Management


Tivoli


Lotus


Rational (routing to …)


Software on zSeries platform


eServer and OS


zSeries, z/OS, S/390, MVS, VM,
VSE


iSeries, AS/400, OS/400


pSeries, RS6000, AIX


xSeries and IntelliStations


Desktops, Laptops and
ThinkVantage


Storage Systems


Printing Systems


Cross
-
Brand solutions


Linux on all platforms


Competitive information


Product information


Features and positioning


interoperability and compatibility


Versions, releases, pre
-

and co
-
requisites


Technical marketing bullets


Proposal Support: RFI and RFP
paragraphs


Remote Presentations and
Demonstrations


Three way customer calls with ibm.com
Telesales


Solution Server Sizing (Websphere, DB2,
Tivoli,

Domino, ERP, etc)



HW and SW Configuration support


1
st

level for IBMers


2nd level for Partners

*


Solution assurance information


Competitive Information


What others provide
:
Defect Support
,
“How
To” information

Techline Supports ...

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

10

How to raise a request to Techline?


Primary access to Techline is electronic


Eligibility: Partners with Value Package

Benefits:



allows written assumptions and study results (files attachments)



available out of working time



allows forwarding the request to another specialist if needed



automatically routed to, and picked by the first available skilled
specialist


2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

11

“Assist Business Partners in delivering on demand
solutions through events, education, briefings,
and on
-
site and remote access to design,
benchmarking, porting and enablement services”

Achieve high overall customer satisfaction ratings

Ensure that each center has adequate skills, tools, and
technology to meet the demands of our Business Partners

Drive Business Partners to enable on strategic IBM
technologies in support of emerging business opportunities

IBM Innovation Centers (IICs)


On
-
Demand

On demand

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

12

IBM Innovation Center Offering


Testing


IBM Innovation Center offers test environments for new functionality


IBM Product

Consulting


Proof of Concept


Support for proof of concepts involving IBM middleware / hardware


Consulting regarding IBM products and hints/tips for coding, e.g. regarding
performance, stability, security


Prototyping


Support for generation of smaller prototypes including new IBM products / technologies


Porting to IBM Platforms



Technical support for portings to one or several IBM platforms


Validation


Testing of ISV solutions based on IBM middleware / hardware and open standards


Integration


Integration testing of ISV solutions in complex environment


Performance / Scalability Testing


Load tests and generation of sizing guidelines based on ISV solutions on IBM platforms

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

13

IBM Innovation Centers in CEMA


IIC Bratislava (contact: Robert Lvoncik)


http://www.developer.ibm.com/spc/bratislava.html


IIC Budapest (contact: Gabor Banyai)


http://www.developer.ibm.com/spc/budapest.html


IIC Moscow (contact: Alexander V Ivanov)


http://www.developer.ibm.com/spc/moscow.html


IIC Prague (contact: Jaroslav Straka)


http://www.developer.ibm.com/spc/prague.html


IIC Warsaw (contact: Igor Zacharjasz)


http://www.developer.ibm.com/spc/warsaw.html



EMEA IIC Homepage (useful list of available classes and workshops):



https://www.developer.ibm.com/spc/events/index.html

2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

14

IBM Software Group BP Compass


Skills Roadmap per brand/product and training recommendations

Easy Format (.xls) with most recent weblinks


Updated Version of the IBM Software Technical Support Handbook (April 2005)



Flyer for ISVs


how to get started with IBM Software (available via BPRs and Channel Mktg)


2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

15

Alpha and Beta Programs

IBM Product Introduction Center

Tools, online tutorials, classes, forums, roadmaps, webcasts, services
and much more to put migration on the fast track



Alpha Programs typically supported out of Partnerworld for Developers


Beta Programs Participation extremely well received by BPs


On Invitation from IBM only


via your local IBM Business Partner Representative


IBMers: Subscribe to PIC and inform you partners on relevant betas


Participation requires signature of non
-
disclosure for not yet announced code


PIC supports Beta participants strongly



(Technical) competitive advantage in BP ecosystem


gaining knowledge early


Special recognition for Beta participants



2005 SWG Channels Technical Sales
-

EMEA

© 2003 IBM Corporation

16

Make
Winning for

our Partners

P
ersonal

Any question ? Please drop me an email ! Renate Maier, renate_maier@at.ibm.com