Profit with IBM

bloatdecorumSoftware and s/w Development

Oct 30, 2013 (3 years and 9 months ago)

160 views

070502_
1

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.



An Opportunity for Growth and
Profit with IBM

Michael Connolly

IBM Client Director

mgconnol@us.ibm.com

070502_
2

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Thank
You

VTN MEMBERS


070502_
3

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

AGENDA




Grow with IBM and Ingram



Testimonial


Jim Veraldi


Executive Vice President
Microstrategies



Angelica Horaitis




IBM Vice President



Contest !!








Opportunity for
Growth

and Profit NOW,
Next Year and
Future Years!

070502_
4

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

IBM


Ingram Advantage

Helping our partners


“DO”


Business Planning


VAR skill building


Inside and Field technical and sales support to
work with you from identifying to installing


Effective Demand Generation


It’s a long term partnership

070502_
5

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

A Wealth of Partner Support

Industry Leading Products

World Class Enablement & Technical Support

Significant Sales Investments

Proven Go
-
to
-
Market Programs

Best
-
of
-
Breed Incentives

070502_
6

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

The IBM Business Partner Proposition

Increase

Revenues


Decrease

Expenses


Improve

Cash Flow

PARTNERWORLD
--

Join at no Charge!

You Pass We Pay

Business Partner Innovation Centers

Software Value Incentive

Value Advantage Plus

Value Package

Co
-
Marketing Funds

PartnerWorld Industry Networks

Sales Connections

IGF Financing and Leasing

Development funds & Support

Campaign Designer

Worldwide Marketing Programs

Marketing Intelligence & Planning

Professional service reselling

Training and Certification

Virtual Innovation Center

Subject Matter Expert

…and much more!

All Focused to:


070502_
7

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.


IBM Business Partner

Jim A. Veraldi

Executive Vice President

Micro Strategies Inc.

070502_
8

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

IBM Portfolio provides
integration opportunity


Servers


#1 in worldwide server sales
-

$22B in 2006



New Express Offerings for SMB


Storage


World leader in total storage and tape sales


New entry leadership products


New Express Offering for SMB


Software


World leader in middleware, 2
nd

overall


Growth through partners was 11% in 2006


Services


ServicePac, Implementation services, RTS


Tools to help renewals, packaging


Financing


Working Capital for Growth


Inventory, Receivables, Payables, and more


New Speed and Simplicity
-

$500,000 credit in minutes


Flex pay, 24/7 access, client pre
-
approval




070502_
9

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

9

IBM BladeCenter S


Integrated

business
-
in
-
a box foundation
with configurable shared storage



Big IT results

even from the smallest IT
staffs to deliver big IT results



Easy

with “select
-
and
-
click”
configurability



Office
-
friendly

110v power



Grows

with your business



Optimized

for small office environments


All
-
in
-
one gets you up and running fast

Podcast: BladeCenter S

Ann: Sept 25

GA: Dec 18

070502_
10

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.


$torage Million$ Mania Checkli$t

Incentives

New Sell More Blue grid with improved discounts


Express Seller Storage pays you a 2% rebate

SMB First
-
in
-
Enterprise Incentive offers up to 9.7% rebate



Storage Co
-
Marketing

Use Partner Rewards Co
-
marketing dollars


$5 K for Member partners, $8 K for Advanced partners, $12 K for
Premier

Premier partners can get $10K for DS4000 marketing


Seller Enablement

Sales kits and proposal inserts to build opportunities

Loaners or trial units


070502_
11

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Introducing…

IBM BladeCenter and Storage
Solution Centers


A new program to enable leading
business partners to work with IBM to
establish targeted centers to showcase
blade and storage technology for small
and medium business clients


Exclusive skill building, leasing
equipment acquisition programs and
marketing and sales support to drive
Center success and revenue


Join the team

of IBM Business Partner leaders

on the technological forefront of

IBM BladeCenter and storage
solutions

ibm.com/partnerworld/bssc

Partner Commitment:

Blade & Storage Skill Certifications

Onsite Equipment

Demo Capability


Program Benefits:

Recognition as an IBM Blades Leader

Quarterly Bonus for to offset Center Investment

Equipment Lease Programs

Community Support

Demand Generation Support

070502_
12

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Diagnose

Build


Cool

Virtualize

Manage &
Measure

Green Data
Center


Optimized Airflow Assessment for Cabling
-
GTS


Scalable Modular Data Center
-
GTS


Integrated Rack Solution
-
GTS


Data Center Global Consolidation, Relocation
Enablement, Green
-
Facilities Services
-
GTS


IBM BladeCenter
-
STG


IBM System Storage

STG


IBM System x
-

STG


IBM System i
-
STG


IBM System p
-
STG


IBM System z
-
STG


IBM Blue Gene
-
STG


Energy Efficiency Project Financing
-

IGF


Networking SPL
-

GTS


Strategy & Architecture SPL
-

GTS


Virtualization

on IBM Systems and IBM System Storage
-

STG


IBM Emerging Server Technology Services
-

VMware
-
GTS

Cool


Rear Door Heat Exchanger
-

STG


Data Center Stored Cooling Solution
-

GTS


Installation Rear Door Heat Exchange Installation
-

STG LBS

Virtualiz
e

Build

Manage & Measure


IBM Systems Director
-

PowerExecutive &
Power Configurator


STG


Tivoli Provisioning, Monitoring, Usage &
Accounting Mgr

SWG


Environmental compilant, secure disposal
-

IGF


Data Center Energy Efficiency Assessment
-
GTS


Data Center Thermal Analysis and
Optimization Facilities Integration
-
GTS


IBM Optimization and Integration Services:

Server Consolidation
-
GTS


Accelerator for Rationalization
-
GTS


IT Systems Energy Efficiency Assessment
-
STG


Data Center Health Audit for IT
-
STG


Server and Storage Power/Cooling Trends
and

Data Center Best Practices
-
STG

Diagnose

IBM Energy Efficiency (Green)
Offerings


070502_
13

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Infrastructure Technology
Solutions Division



The field resources necessary to make resellers successful in the
high
-
revenue Enterprise market.


-

Field
-
based Business Development Managers


-

Field
-
based Vendor Channel Managers


-

Filed
-
based Solutions Engineers (Vendor specific)


-

Extensive Inside Sales teams (Vendor specific)



070502_
14

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.


IBM High Volume Strategy

Angelica Horaitis

Vice President

IBM High Volume Sales

070502_
15

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

3 Key Points ………….


1.
Why we do it
--

the market


2.
How we do it
--

people, products, processes


3.
What you can do
--

call to action; call to profit

070502_
16

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Note: This report is based on analysis done by an IBM Market Intelligence Department. This document is not meant
to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. This
document has been prepared for the IBM Sales channels, including IBM Business Partners.

The Market is HUGE and
Exploding


!!

Americas Mid
-
market x86 Growth

2010

2007

2004


$4.9B


$6.7B

$7.9B



The Worldwide Mid
-
market x86
opportunity for 2007 is

$32.0B


The Americas Mid
-
market x86
opportunity is

$6.7B


Plus Americas Mid
-
market
Storage opportunity is

$4.5B

070502_
17

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Competitive

Price

Small

Quantity

Purchases

Easy to Buy,

Install and

Manage

Fast Delivery

Business Partner
or TeleWeb

Investments

For Growth

Simple


Available

Competitive

Customer Wants and Buying Behavior

Express
Seller

Offerings

Our 2007 Mission
:

Accelerating SMB Growth thru High Volume

18

Key Business
Partners

Marketing

Portfolio

Incentives

Coverage

Management
System

Continued Investments

in the Express Seller Strategy

070502_
19

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Barron’s :

“IBM investors may soon be smiling like CEO
Palmisano, as Wall Street comes to realize that
Big Blue’s reinvention as a software giant gives
it a steadier, more profitable business
.”


.”

Business Week :


“Software is not only the fastest
-
growing
but the most entrepreneurial and the most
profitable part of IBM.”

070502_
20

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Business Partner Profitability Tool


What is it?


A key tool to help in business planning and expanding your business
with IBM Software



How will it help me?


It will provide very quick estimates on incremental costs and potential
return on over 40 IBM cross brand software solutions


Tool includes likely configurations, average software price, sales
cycle and service drag, as well as recommended minimum
enablement roadmaps


Very easy to customize and navigation is straightforward



Where can I find it?
ww.ibm.com/partnerworld
/profitability_tool
or
www.ingrammicro.com/ibm

A downloadable cross brand business planning tool that helps
IBM Software Business Partners analyze incremental
investment and return when investing in IBM Software
solutions.

070502_
21

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

JUST ANNOUNCED THIS MORNING
--

Grow Your Business with IBM Software



Grow profitability by expanding your presence at your
clients


Based on
your existing skills

& selected to meet most
pressing
customer needs

(product to product scenarios)


Tool provides ability to: Identify Best Scenario, Gauge
Investment, Get Started with Training, Sales Tools


60 cross
-
brand sell scenarios

If you sell:

Lotus Notes

WebSphere
Application Server

WebSphere
Portal

Content Manager

System X, P, I

Workplace
Forms

X
-
Sell to:

Commonstore
for Lotus
Domino

ITCAM for
WebSphere

TAMeSSO

OmniFind

Tivoli Storage
Manager

Content
Manager

Which
Does…..

E
-
Mail
Archiving

Manages all
applications
running on
WAS

Enterprise
Single
Sign on

Enterprise
Search across
multiple
repositories

Manage all
your storage
devices

Common
repository for
all types of
content


“In 2007, 75
-
85% of
revenue generated by
Partners will come from
their installed base”
(source: CHANNELCORP)


Customers are more
likely to buy (and buy
more) from a vendor they
already know.

070502_
22

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Software is Profitable


Software tools on
-
line


BP Profitability Tool available online & at
www.ingrammicro.com/ibm


Grow your business tool announced today



Earn & retain high profit margins


Leveraging the right tool & programs you can earn up to
40%


We’ll show you how!



Ingram/IBM should be your partner of choice




Over 30 people dedicated to IBM software



Integrated IBM SW and HW team



070502_
23

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.


Ingram Micro &

IBM Partnership


Identify your Ingram Micro & IBM contacts


Leverage this team to grow your business


Get a PartnerWorld ID
www.ibm.com/partnerworld/quickregistration


Up to date information on programs, events, etc.


Become IBM enabled


Leverage education and world class support (KYI)


Make money with IBM


Leverage the incentives and programs


Make money with Ingram Micro


Leverage everything they provide




www.ingrammicro.com/ibm


070502_
24

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Executive Summary


IBM is Committed to SMB and to our PARTNERS




Growing your business is the highest priority of the
IBM and INGRAM team




IBM has the largest solution and product portfolio in
the industry

070502_
25

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.


CHAPTER CONTEST




ALL IN WITH IBM



-

Chapter that grows revenue most over revenue Target


-

Ten Thousand Dollars :
$10,000 !!!!


-

Fourth Quarter


-

One Chapter will win


-

Money will be shared within the chapter


-

Ingram will set targets and Money will go thru VTN board

070502_
26

Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

Further Questions?

Contact:

Michael Connolly (
mgconnol@us.ibm.com
)

Barbara Dell (
bsdell@us.ibm.com
)

Candace LaVoy (
cmahaney@us.ibm.com
)

ibmteam@ingrammicro.com

www.ingrammicro.com/ibm