IBM and Business Partners Serving the midmarket

disgustedtukwilaInternet and Web Development

Dec 14, 2013 (3 years and 10 months ago)

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IBM and Business Partners

Serving the midmarket

Overview for IBM Business Partners/Internal Sellers

Spring 2009

IBM and Business Partners: Serving the midmarket

Business Partners are a key conduit for communicating our smarter planet
message and realizing the potential of our Express Advantage strategy

Business Partners

Key messages

Smarter planet gives you a way to differentiate yourself, initiate new conversations with your customers
and play a consultative role. It expands IBM leadership in the marketplace and protects your investment
in IBM capabilities.


New, refreshed, and existing offerings in the Express Advantage portfolio allow you to exploit the
opportunities of a smarter planet.


Incentives and programs from IBM allow you to grow your business by working with us.

IBM deliverables


Business Partner presentation


PWEA Web pages and tools


Why IBM brochure


Videos


Social media communities:


Twitter


LinkedIn


Facebook


Slideshare



Offering information and tools

Call to action


Review EA presentations



Familiarize yourself with our new and refreshed
offerings and their smarter planet alignment



Familiarize yourself with the smarter planet
concept and its midmarket relevance


Attend education sessions

Leverage smarter planet to discuss solutions with
clients



Leverage IGF



Join and interact on our social media communities

IBM and Business Partners: Serving the midmarket


Smarter planet and our Business Partners


New offerings to help you capture opportunity


Tools, resources and incentives for Business Partners

Agenda

12/14/2013

3

IBM and Business Partners: Serving the midmarket

Smarter Planet and our

Business Partners

IBM and Business Partners: Serving the midmarket

Something meaningful is happening…the world is flatter, the world is
smaller and the world is getting smarter.

We live on a smarter planet.


A planet that is becoming more

interconnected, instrumented
and
intelligent
.


It’s a fundamental shift in the way we all live, work
and do business.

Can mid
-
sized organizations grow or even
survive in this climate?


Yes
. The key is to work
smarter
, finding new
value in the use of technology and resources.


12/14/2013

5

IBM and Business Partners: Serving the midmarket

Why is the smarter planet message important for you?


Smarter planet can help Business Partners not just survive, but thrive. It gives
you a way to differentiate yourself, initiate new conversations with your
customers and play a consultative role. It expands IBM leadership in the
marketplace and protects your investment in IBM technologies.


You can capitalize on the rapid changes happening in the marketplace if you


Act now and engage with IBM to uncover the opportunities in today's environment


Embrace and communicate the IBM smarter planet value proposition and the related
IBM midmarket offerings (new, refreshed and existing) to create selling opportunities
with new and existing customers


Leverage PartnerWorld
®
Express Advantage™ and the PartnerWorld program to run
a smarter business


12/14/2013

6

IBM and Business Partners: Serving the midmarket

Our relationship is a win
-
win
-
win


for customers,

Business Partners and IBM alike.

Both sides have

distinct strengths


You know your customers better
than anyone and have focused,
local expertise.


IBM brings leading technology,
deep industry knowledge and
global reach.

Putting the two together yields unique
value


everybody wins


Customers
get the best of both worlds...a
trusted local partner
and
the power of IBM, with

a personalized customer experience marked by
high
-
touch concierge service.


Business Partners
get access to a portfolio of
IBM offerings designed for the midmarket, plus

a toolkit full of education and enablement
resources, plus incentives that help drive profit.


IBM

gets direct access to midmarket customers
through highly capable partners that deliver
unique value
-
add.


12/14/2013

7

IBM and Business Partners: Serving the midmarket

IBM is committed to our Business Partners for the long term.

Working together is critical to
success for both of us


IBM is invested in your success.
When you do well, we both win.


We back you with dedicated
offerings for the midmarket, direct
support, financing, incentives,
enablement tools and much more.

We’re making our relationship smarter


We’re working on numerous initiatives to make it
easier to do business with IBM


Expanded support from local IBM industry
experts in the field


New co
-
marketing model


Rules of engagement


Integrated lead management system


Investment in demand generation


Attractive, simplified incentive program


Competitive pricing

12/14/2013

8

IBM and Business Partners: Serving the midmarket

Express Advantage Offerings

Spring 2009

12/14/2013

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IBM and Business Partners: Serving the midmarket

New Intelligence

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10

Taking advantage of the wealth of information available in real time from
a multitude of sources to make more intelligent choices

Challenge:
Data is exploding and it’s
isolated in silos

Need:
I need insight

Solution:
Become predictive and
proactive instead of reactive

Questions to consider

How do we create new
intelligence that can help drive
business value?

Do we treat information as a
strategic asset?

Do we know what kind of insight
is critical to growth?

Are we prepared to fully exploit
our new intelligence?

Value

Drive more value from better information management


Minimize business risk


Optimize business performance


Transform information into a strategic asset

Opportunity

Exploit opportunities throughout the entire value chain


Connect to a vast industry ecosystem of players

Speed

Predict outcomes and improve decision speed


Analyze and predict more accurate business outcomes for faster

decision making

IBM and Business Partners: Serving the midmarket

New Intelligence: Key Solution Areas


Business Intelligence

Solutions that enable you to help customers use the right
information to make better decisions faster than the competition



Content and Collaboration Solutions

Solutions that help customers minimize risk from paper
-
based and
electronic tasks to optimize the workplace and people



Business Process Management

Solutions for customers to model, assemble, deploy and monitor
end
-
to
-
end business workflows



Information Infrastructure

Virtualization, information lifecycle mgmt, archiving, and a wide
array of HW, SW and infrastructure solutions to help you help your
customers focus on managing information to drive greater
operational efficiencies



Taking advantage of the

wealth of information available

in real time from a multitude

of sources to make more

intelligent choices

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11

IBM and Business Partners: Serving the midmarket

New Intelligence: Offerings at a glance

Business Intelligence


IBM Cognos 8 BI MidMarket Reporting


IBM Cognos TM1 MidMarket Edition


Information Infrastructure


IBM System Storage™ DS3000 Express Family


IBM DB2
®

Express Edition






Not only has IBM Cognos TM1
provided us with the information and
flexibility we required, but it also
delivered a level of detail we simply
did not have before.”



Debby Morris, CFO, LifeMasters

12/14/2013

12

These offerings represent a small sample

of our extensive portfolio.

Click here for offering details

IBM and Business Partners: Serving the midmarket

Creativity Inc. gains real
-
time insight for better business decisions.

New
Intelligence

Creativity, Inc. is a leading provider of
crafting, beading and scrapbooking
supplies. Creativity is focused on ensuring
that its customers are always stocked with
the right products, at the right time.

That required more insight into the
organization


the coordination of
disparate data sources into a single

view of the truth, to support better
business decisions.

Creativity tapped the expertise of IBM and
IBM Business Partner, Acumetrics
Business Intelligence to help build a data
warehouse that is primarily fed information
from the ERP on an IBM iSeries server.

With the help of Acumetrics, Creativity
deployed an entire business intelligence
solution, they call CRAFTnet, a reporting
and analysis solution for Sales, Inventory,
and Purchasing, and the supporting data
warehouse, in 4 months.

Leveraging the capabilities of Cognos 8 BI,
Creativity has been able to improve its
forecasting, identify sales trends and
proactively adjust the supply chain. It’s
given them a competitive advantage in the
USD$10 billion crafts industry.



By using Cognos 8 BI, we are beyond the point most companies hope to

reach with data accuracy. Employees can now speak confidently about our

data, and easily match up reports and metrics, knowing they are speaking

the same language.





Jim Mulholland, vice president, Information Technology, Creativity, Inc.

12/14/2013

13

IBM and Business Partners: Serving the midmarket

Smart Work

Working smarter supported by flexible and dynamic processes

designed for the new way people buy, live and work

Challenge:
New business and
process demands

Need:
I need to work smarter

Solution:
Connect people, information
and systems more intelligently

Questions to consider

Do you think of your company as
a flexible system of components
that are agile?

Are we able to make changes
and deploy new capabilities to
capitalize on new opportunities
and outmaneuver competitors?

Value

Drive more value through dynamic business processes and infrastructure


Benefit from proven best practices and tested scenarios


Gain greater insight with business process management and business

events processing

Opportunity

Exploit opportunities by making your organization more flexible


Overcome rigid business processes


Build a roadmap to help anticipate future opportunities and changes

Speed

Dynamic processes support speed of action


Gain business insight faster


Leverage cloud computing to extend capabilities quickly

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IBM and Business Partners: Serving the midmarket

Smart Work: Key Solution Areas


Dynamic Processes

Empower your line
-
of
-
business customers to better manage
their business processes, optimize costs by automating
manual processes, capture new insights for effective
decisions




Smarter Collaboration

Enable your customers to work together in cost effective
ways, discover, apply, and preserve expertise, turn
relationships into advantage, speed business processes



Smart SOA

Help customers maximize reuse of investments rather than
recreate. Match application function to business needs
immediately, mitigate risk with a sustainable and scalable
application foundation



Agile Business Models

Allow customers to quickly shift direction to reflect economic
realities, utilize the latest industry expertise, act on critical
business insight, restructure teams to align to the business
objectives

Working smarter supported by
flexible and dynamic processes
modeled for the new way people
buy, live and work

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15

IBM and Business Partners: Serving the midmarket

Smart Work: Offerings at a glance

Dynamic Processes


IBM Express™ Retail Solution, a qualified SAP Business All
-
in
-
One
Solution
(New)


IBM Medical Devices Solution for Oracle Accelerate
(New)


Smarter Collaboration


IBM Lotus® Foundations Start
(Refreshed)


IBM Lotus Domino® Collaboration Express


IBM Lotus Domino ® Messaging Express


IBM Lotus Domino ® Utility Server Express


IBM WebSphere Portal Express


IBM WebSphere Commerce


Express


IBM Lotus Quickr™


Smart SOA


IBM WebSphere sMash


IBM Websphere MQ


Agile Business Models


IBM Express IT Strategy Assessment



We are on the verge of truly blurring
the lines between Web, retail, mobile,
catalog, call center and kiosk, taking
the best of each channel and making
it possible across all channels.”



Jeffrey Wolfe, COO, Moosejaw Mountaineering

12/14/2013

16

These offerings represent a small sample

of our extensive portfolio.

Click here for offering details

IBM and Business Partners: Serving the midmarket

Moosejaw Mountaineering scales new heights with Web 2.0.

Smart Work

Michigan
-
based Moosejaw
Mountaineering and Backcountry Travel,
Inc. has a marketing strategy that stands
out, with a very likeable brand
personality and a focus on building a
community of shoppers loyal to both the
brand and the company’s culture.

To thrive in a highly competitive market,
Moosejaw sought to create an
experience that would engage a
customer community whose appetite for
extreme sports is matched only by its
hunger for communication and
collaboration.

Moosejaw implemented a ground
-
up
solution from IBM and IBM Business
Partner CrossView based on IBM
WebSphere Commerce and IBM Lotus
Connections social networking software
that creates a seamless, interactive,
community shopping experience across
every sales channel, with social
networking capabilities like blogging,
group discussion and customer product
ratings.

Thanks to the new solution, Moosejaw is
making itself one of the leading places to
be for outdoor adventurers.


We are on the verge of truly blurring the lines between Web,
retail, mobile, catalog, call center and kiosk, taking the best
of each channel and making it possible across all
channels.





Jeffrey Wolfe, COO, Moosejaw Mountaineering.

12/14/2013

17

IBM and Business Partners: Serving the midmarket

Dynamic Infrastructure

As discussed in our March 30 and April 28 announcements, creating an
infrastructure that drives down costs, is intelligent and secure, and is just as
dynamic as today’s business climate

Challenge
: Inflexible, costly
infrastructure

Need
: I need to respond quickly

Solution
: Flexible, scalable
infrastructure solutions

Questions to consider

Can our business ensure high
-
quality, end
-
to
-
end service
delivery across the entire
business and IT infrastructure?

Does our infrastructure
effectively harness and leverage
emerging technologies that
support business innovation?

Value

Drive more value with a fully optimized infrastructure


Reduce sever footprint and costs through consolidation and virtualization


Reduce energy costs through energy
-
efficient solutions


Manage business and IT assets more efficiently with an integrated service and
asset management platform

Opportunity

Exploit opportunities for improved service delivery


Improve service delivery across converged business and IT assets


Improve information compliance, availability, retention and security with a
comprehensive information infrastructure

Speed

Speed deployment of new capabilities and innovations


Gain business insight faster with a comprehensive

information infrastructure


Leverage cloud computing to extend capabilities quickly

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IBM and Business Partners: Serving the midmarket

Dynamic Infrastructure: Key Solution Areas


Reduce Cost

A dynamic infrastructure can help reduce operational cost and complexity,
and help achieve breakthrough productivity gains through virtualization,
optimization, and energy efficiency.



Manage Risk

Through a dynamic infrastructure, organizations can address today’s security,
business continuity and compliance challenges, and also prepare for the new
risks posed by an even more connected and collaborative world.



Improve Service


Today’s customers demand continuous service, high availability and fast
response times. A dynamic infrastructure delivers the highest quality
customer experience including access to information, collaboration tools, and
new services that allow mid
-
size companies to quickly respond to customers
today and add new applications and technologies for future growth.



A dynamic infrastructure is
highly optimized to achieve
greater results by leveraging
existing and new
technologies to deliver
superior business and IT
services with agility and
speed.


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IBM and Business Partners: Serving the midmarket

Dynamic Infrastructure: Offerings at a glance

Reduce cost


IBM BladeCenter® JS23/JS43 Express
(New)


IBM Migration Services for data for open systems attached to System Storage disk

systems
(New)


IBM Express Remote Managed Infrastructure Services
(Refreshed)


IBM BladeCenter HS22 Express


IBM BladeCenter S Express


IBM Maximo Asset Management Essentials


Manage Risk


Comprehensive Data Protection Solution
(New)


IBM Threat Mitigation Services


Network Security


Express Managed

Multi
-
Function Security Bundle
(Refreshed)


IBM Threat Mitigation Services


Network Security


Express Multi
-
Function Security

Bundle
(Refreshed)


IBM Threat Mitigation Services


Endpoint System Protection


Express

Managed Protection Services for Server
(Refreshed)


IBM Information Protection Services


remote data protection express


IBM Informix® Dynamic Server Express Edition


IBM PowerHA™


IBM Rational® AppScan Express Edition


IBM Threat Mitigation Services


Security Enablement and Vulnerability

Management


Express PCI Assessments


IBM Tivoli Storage Manager FastBack


IBM Tivoli Access Manager for Enterprise Single Sign
-
On



Improve Service


IBM WebSphere Application Server


Express


IBM System Storage SAN Volume Controller Entry Edition



We found that AppScan detected
more vulnerabilities than any other
product, and its customizable
capabilities were the easiest for

our in
-
house developers and QA

staff to use.”



Dr. Tarek Nabhan, product division manager, ITWorx

12/14/2013

20

These offerings represent a small sample

of our extensive portfolio.

Click here for offering details

IBM and Business Partners: Serving the midmarket

The Rocky Mountain Chocolate Factory integrates its systems to
improve sales, profitability and marketing effectiveness.

Dynamic
Infrastructure

The Rocky Mountain Chocolate Factory
(RMCF) found itself unable to clearly
view sales and inventory data due and
accurately determine the effectiveness of
its marketing efforts because the Point of
Sales systems of its 300+ franchisees
were maintained independently.

For RMCF to effectively manage its
business, the organization needed a
common platform. These new POS
systems, however, would need to be
robust and able to withstand food and
liquid spills.

RMCF teamed with IBM Business Partner
Retail Anywhere to standardize its POS
systems. The new retail system was built
on Retail Anywhere Point of Sale software,
and it was supported by IBM SurePOS
500 Express hardware. After an initial
training program, RMCF rolled out the new
POS software and two SurePOS 500
Express terminals to many of its franchise
locations.

RMCF now has a universal and affordable
POS solution for its franchise locations
that enables them to manage sales,
inventory and marketing data, driving cost
savings, increased sales and profitability.

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IBM and Business Partners: Serving the midmarket

Green and Beyond

Drive greater efficiencies, compete more effectively and respond more
quickly by taking action now on energy, the environment and sustainability

Challenge
: Limited resources

Need
: I need efficiency

Solution:
Reduce environmental
impact through greater utilization,
virtualization and consolidation

Questions to consider

What is the real total footprint

of energy required to deliver on
our strategy?

How can I leverage
environmental strategies for
competitive advantage?

How could we conserve

energy and redeploy energy to
improve effectiveness?

Value

Drive more value using environmental strategies


Work across all operations including IT, property, people, information,
product and business operations

Opportunity

Exploit opportunities throughout your value chain


Target markets and customers demanding environmentally

preferred products


Develop smarter systems that are more efficient and reliable to save energy
and resources

Speed

Improve speed while meeting rising stakeholder expectations


Increase productivity while reducing costs and attracting/retaining people


Optimize business processes to reduce cost of operations and
environmental impact

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IBM and Business Partners: Serving the midmarket

Green and Beyond: Key Solution Areas


Information Technology Management

Help customers reduce IT costs and improve the way IT interacts with
facilities.



Property Management

Provide your customers with the ability to monitor and manage physical
assets, energy use and waste.



Manufacturing Operations Management

Help customers use fewer resources in the creation of

products and ensure that the products themselves are

environmentally friendly. Avoid the costly disposal of

environmentally harmful byproducts



Governance and Strategy

Understand customers’ sustainability expectations,

develop sustainability strategies aligned with overall

business strategy



Drive greater efficiencies, compete
more effectively and respond more
quickly by taking action now on
energy, the environment and
sustainability

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23

IBM and Business Partners: Serving the midmarket

Green and Beyond: Offerings at a glance

Information Technology Management


IBM Power 520/550 Express
(Refreshed)


IBM System x3550 M2, x3650 M2 Express
(Refreshed)


Operations Management


IBM LotusLive
(New)


IBM Lotus Forms Turbo
(Refreshed)


IBM SurePOS 300 Express






From data entry to reporting, everything [for our
GreenCert greenhouse gas documentation
system] is done in one framework that we don’t
need to redesign from the ground up for each
customer. The backbone of the system remains

the same, while we can plug in modules for
different industry applications.”




Patrick Kozak, director of operations, C
-
Lock Technology, Inc.

Click here for offering details

12/14/2013

24

These offerings represent a small sample

of our extensive portfolio.

IBM and Business Partners: Serving the midmarket

C
-
Lock Technology stays at the forefront of carbon reduction.

Green and
Beyond

C
-
Lock Technology, Inc. was established
to meet the growing need for a standard,
efficient method for organizations to
monitor carbon dioxide and other
greenhouse gas emissions.

This endeavor presented a complex
information management problem.
Lacking the technology necessary to
create a solution, C
-
Lock turned to IBM
and IBM Business Partner Enterprise
Information Management to develop
GreenCert.

GreenCert allows the complete
management of all information
surrounding emissions and so
-
called
“carbon credits,” which can be traded and
monetized in a market
-
based approach to
global emissions reduction.

The GreenCert infrastructure is based on
an SOA platform from IBM, and thanks to
its efficiency has reduced the processing
time for a complete processing run of
minutely detailed data from 32 hours to
less than 30 minutes.



From data entry to reporting, everything [for our GreenCert greenhouse gas
documentation system] is done in one framework that we don’t need to redesign
from the ground up for each customer. The backbone of the system remains the
same, while we can plug in modules for different industry applications.





Patrick Kozak, director of operations, C
-
Lock Technology, Inc.

12/14/2013

25

IBM and Business Partners: Serving the midmarket

Resources

IBM and Business Partners: Serving the midmarket

IBM Financing Advantage: Affordable, simple, accessible, complete
financing options

IBM Financing Advantage is designed to help you capture the high
-
growth, midmarket opportunity with
accessible, simple processes and complete financing options.
Financing IT acquisitions
can help your
clients by deferring upfront investment costs, conserving cash for higher
-
yielding investments and
protecting against technology obsolescence.


Rapid Online Financing, a Web
-
based tool, simplifies and

accelerates the finance process, delivering credit, price and

contract in under
ONE
hour


Leases and loans for IBM and non
-
IBM hardware, software

and services


Lower the price point on technology equipment acquisition with

IBM Certified Used Equipment
TM

instead of (or with) new


Working capital for partners through our Receivables, Inventory

and Payables financing options


Safe, secure and environmentally
-
compliant disposal of your clients’
old equipment with IBM Express Asset Recovery Solutions

IBM Financing Advantage helps
you in many ways


Decrease discounting by making your
proposals more affordable by leading with
a monthly payment


Reduce Days Sales Outstanding,
improving Business Partner cash flow


Build loyal clients


Increase follow
-
on sales opportunities


Earn fees for selling financing to
customers

12/14/2013

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IBM and Business Partners: Serving the midmarket

Enhanced Business Partner SWG Incentives

Increased basic earnings

Higher rebates exclusively

in midmarket

Enhanced rewards

for value

Higher rebates for value solution

sales in midmarket

Reduced complexity

Streamlined application process,

automatic payments

New SWG incentive increased by up to 10% exclusively in midmarket!
Click here

for more information.

28

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IBM and Business Partners: Serving the midmarket

IBM PartnerWorld Express Advantage: Your complete

go
-
to
-
market toolkit

PartnerWorld Express Advantage provides
simplified access to SMB
-
specific benefits within
PartnerWorld.

It’s a one
-
stop shop for enablement resources, with
easy
-
to
-
find information about how IBM is going to
market, so you can better leverage our investment
in this vital market segment.

It’s an invaluable toolkit that can help drive greater
sales.

Through the resources you’ll find on PWEA,

IBM helps you:



Understand the market, your customers and how
IBM can help you serve them


Develop and market solutions


Collaborate and team with other Business Partners
and IBM itself


Generate and share leads


Benefit from financing and incentive programs

that make doing business with IBM a real

profit center.

Current, relevant and useful


PWEA is an essential part of your success in the midmarket.

12/14/2013

29

IBM and Business Partners: Serving the midmarket

New PWEA resources to help you promote your solution


Local Express Advantage advertising campaign info


In selected countries,
you can access the local Express Advantage advertising calendar and download
print, Web and audio samples of the media.


IBM Campaign Designer™


Updated “Simple” campaign artwork designed to
convey the Express Advantage core message that IBM Business Partners are
nearby and ready to deliver solutions to mid
-
sized companies. Eight new direct
mail templates, accompanied by two new e
-
mail templates are now available
featuring the new artwork.


New global economy


IBM has taken the findings of its recent Global CEO
Study one step further and developed a point of view on strategies mid
-
sized
organizations can implement to succeed in the new global economy that will
emerge at the conclusion of the upheaval.


Smarter planet content syndication


Now you can embed IBM smarter planet
information into your Web site with free, automatically updated content from IBM
including blogs, Webcasts and news articles.


IBM Financial
Selling
and Client
-
value Education
is available on PWEA


In
this on line education you'll learn a host methods and tools around financial selling
skills and IGF Financing benefits to:


Basic financial metrics with an overview of income statements, balance sheets, and cash flow


How to assess each client's value drivers and buying decision criteria, enabling you to tailor
solutions aligned with your client


CFO perspectives and challenges CFOs face in an uncertain economy


How to offer financing options to your customers

12/14/2013

30

IBM and Business Partners: Serving the midmarket

New PWEA resources for sales enablement and education


Express Seller


The Express Seller initiative has two powerful resources to help
you sell. The new Systems Connect Expert provides partners with System x
®

and
BladeCenter education guides and online classes. The Express Selector Plus tool
allows Tier 2 resellers to view product specifications, competitive information,
sales incentives and channel inventory.


Built on IBM Express Advantage Offerings initiative refresh


The IBM
midmarket emblem initiative is being revised in 2009 to provide more resources
and support for Business Partners who deliver solutions to midmarket clients.


Essential midmarket sales plays


Now you can access essential sales plays to
help you win in the midmarket with solutions and offerings that target today’s most
difficult business problems.


Incentive programs


Improve your profit potential by leveraging new sales
incentives and promotions on IBM products.


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IBM and Business Partners: Serving the midmarket

Learn more about Express Advantage and how IBM will help you grow
profit, simply, in the midmarket

Visit PartnerWorld Express Advantage today to learn how to:


Take advantage of key sales plays to help you win in the midmarket with solutions
and offerings that target today's most difficult business problems.


Utilize Infrastructure and Industry Insights to discover solution opportunities and
use our new midmarket offering sales plays to expand client spend.


Offer your customers IBM financing options to defer upfront investment costs and
conserve cash for higher
-
yielding investments.


Expand your network by joining our Value Nets and team with other Business
Partners, ISVs and RSIs to open new doors.


Leverage the IBM Marketing Center and Campaign Designer to generate demand
and control your in
-
house marketing costs.


Use our many educational and certification programs to increase your

competitive advantage.



To learn more about IBM Partner World Express Advantage go to:
ibm.com/partnerworld/smb

12/14/2013

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IBM and Business Partners: Serving the midmarket

IBM Express Advantage: Dedicated to mid
-
sized customers

IBM Express Advantage

Live, skilled agents

via 1 888 IBM
-
ACCESS

Concierge agents specialized in the midmarket are
available to your customers via one toll
-
free number, text
chat and e
-
mail.

IBM Express Advantage
Advisor

(U.S. only)

This simple online tool helps customers sort through our
extensive Express Advantage portfolio for the best
recommendations and receive a customized report that

can be e
-
mailed, saved, printed and shared.

Business Partner

Finder Tool

You can team with other IBM Business Partners to build
solutions that offer greater value to your customers


this
is your local connection backed by IBM.

Power Rewards

Incentive programs, where customers can earn points
for valuable services.

IT Security Assessment
and Diagnostic Tool

Complimentary Web
-
based tool to help customers
identify the IT security strategies, capabilities and
technologies used by companies with best
-
in
-
class
performance.

IBM Financing Advantage

Easy access to complete financing solutions.

Visit the
IBM Express Advantage
Web site.

12/14/2013

33

IBM and Business Partners: Serving the midmarket

Appendix A:

Additional resources

IBM and Business Partners: Serving the midmarket

Additional PartnerWorld Express Advantage toolkit resources that
help make your job simpler

IBM devotes considerable resources to make it easier for you to do business with us.


Resource

managers



We’re providing one
-
on
-
one support from dedicated marketing specialists who can guide you to the
IBM marketing resources you need, and help you build a customized plan to grow your business. Other resources include
PartnerWorld Contact Services and Tech Line.


Attach Connector



A reference tool designed to super
-
size your sales by helping you sell more IBM hardware, software
and services with each sales opportunity.


Rapid Online Financing



A self
-
service online tool to provide customers with instant financing quotes, allowing them to
request credit approvals and generate financing contracts.


IBM Flexible Credit Financing



A powerful
program designed to provide Resellers incremental lines of credit to purchase
technology products and services from their suppliers or distributors, including IBM.


Grow Your Business



Gives you hundreds of cross
-
selling and up
-
selling scenarios involving the full range of IBM
products to increase IBM content in your offerings. Now refreshed with new offerings and available in nine languages.


IBM Midmarket Software Buying and Selling guide



Refreshed guide offers value propositions, comparison tables and
high
-
impact case studies.


Winning In Midmarket software case study guide



An enhanced e
-
version has been refreshed with 100+ midmarket
companies achieving success, increased ROI and enhanced productivity with IBM.


IGF Sales Enablement kit featuring the
Rapid on
-
line financing Tool



Use industry analyst reports to prepare:


Creative Financing Can Solve New Business Requirements and Constraints
-

RFG


Lease Versus Purchase: More Than a Numbers Decision
-

IDC


Leverage the IGF Rapid Online Financing tool to create instant financing quotes, request credit approval and contracts

12/14/2013

35

IBM and Business Partners: Serving the midmarket

Check out Express Advantage advertising running in your city


In selected countries, Business Partners can access the advertising calendar and media assets that will run
by quarter in support of Express Advantage.


Find Web and print assets

along with advertising schedules at PartnerWorld Express Advantage.


Currently available in the U.S. & U.K.


expanding to several EMEA countries by May 5, 2009.

12/14/2013

36

IBM and Business Partners: Serving the midmarket

Campaign Designer: Campaign execution packages enable multiple
ways to target new opportunities and fill your sales pipeline.

With Campaign Designer, you can clearly

link your business to IBM and leverage IBM
marketing investments.


A new toolkit for going to market with IT security
solutions, containing preformatted, customizable

direct mail and e
-
mail templates


Postcards


Flyers


Self
-
mailers


Invitations


PLUS access to valuable

downloads and

print ad guidance


Log in to Campaign Designer now.

12/14/2013

37

IBM and Business Partners: Serving the midmarket

Cost savings through Campaign Designer integrated marketing tools

Typical demand gen costs to market


In house


IBM


Creative development

USD$900

USD$0

Copy development

500

0

Image development

3,000

0

Graphic design

600

0

Printing

1,000

0

Total

USD$7,000

USD$0

Campaign Designer components

Campaign tools,
playbooks and kits

Campaign components

Co
-
marketing funding

IBM magazines


IBM current campaigns

Marketing vendors


Marketing training

Leads and opportunities

Marketing intelligence

and planning

Campaign Designer makes it easy to
bring your solutions to market, with a
comprehensive set of tools and
assistance from IBM.

With Campaign Designer, you have
access to everything you need to do
marketing with IBM, from funding to
lead generation to planning, and
much more.

12/14/2013

38

Learn more about Campaign Designer


IBM and Business Partners: Serving the midmarket

IBM market intelligence, driven by our unique insight

Our unparalleled understanding of the midmarket is the key driver of IBM
strategy, allowing us to create targeted solutions infused with market insight.

IBM has taken the findings of its recent Global CEO Study
one step further and developed a point of view on strategies
mid
-
sized organizations must implement to succeed in the
new global economy that will emerge in the years to come.

IBM has highlighted three things companies must do in the new economy:

Focus on Value

Exploit Opportunities

Act with Speed

12/14/2013

39

IBM and Business Partners: Serving the midmarket

Add smarter planet information to your Web site


PartnerWorld Express Advantage has implemented a dynamic
“widget” that helps spread the smarter planet message amongst
mid
-
sized organizations


An overview of the smarter planet initiative


Dynamic infrastructure content


Insight for mid
-
sized organizations


Multimedia resources such as blogs & RSS feeds



Simple, streamlined and user
-
friendly


There’s no download or installation


it consumes no resources on
Business Partner or customer computers.


Business Partners can quickly and easily embed this information on their
own Web site by simply pasting a string of HTML code.

12/14/2013

40

IBM and Business Partners: Serving the midmarket

Built On IBM Express Advantage Offerings


a clear differentiator for
Business Partners


IBM Business Partners have created more than 1,600 Built on IBM
Express Advantage offerings solutions since 2005.


The Built on IBM Express Advantage offerings emblem enables
partners to differentiate their solutions by demonstrating their focus
and expertise with midmarket clients.


We’re making several improvements in 2009 to help partners

who sell integrated business and infrastructure solutions drive

new opportunities:


Improved merchandising of solutions in IBM client
-
facing

Web portals and print activities


Better linkage with local IBM sales teams to drive

new opportunities


Streamlined solution nominations process and

automated linkage to solution catalogs


Interested in nominating your solution for the Built on Express
Advantage offerings emblem? Visit
PartnerWorld

Express
Advantage for more information!

12/14/2013

41

IBM and Business Partners: Serving the midmarket

Key sales plays for industry and infrastructure solutions

Partners can access information on key plays that provide significant, demonstrable

customer value


Thoroughly vetted by internal sellers and trusted Business Partners to ensure midmarket applicability


The plays address acute customer pain points as identified by IBM market intelligence


The products and services within each play have the highest propensity to sell in the midmarket

Business solutions

Business solutions


Retail Store Optimization


Lotus Foundations Start

Infrastructure

solutions

IT Optimization


IT Optimization


Virtualization and Consolidation


Complete Collaboration Solution for Mid
-
Market Customers


iCare

Security


Is Your IT infrastructure Secure?


Safeguarding Critical Data

Business Continuity


Data Backup and Restore

Storage


Winning with IBM Systems and Storage

12/14/2013

42

IBM and Business Partners: Serving the midmarket

Software incentives and key offers by brand

12/14/2013

43

Business Partner
Enhanced Earnings & Profit
Potential in Midmarket

Eligible sales get increases up to 5% in both the General Business and
Value Advantage Plus rebates.

Ongoing in the
Americas and in
Europe.

LotusLive


Free LotusLive Meetings trial, yours to try for 14 days at no cost. One
user account, up to 15 participants per Web meeting, full
-
service
support.

Get your
free trial
today (ongoing offer)

Cognos 8 BI Reporting
Packages


90
-
day deferral


delayed payment start followed by typically flat
repayment profiles


Stepped Profiles


structured IGF payments to reflect the anticipated
license deployment/rollout to the user

Ongoing offer

Rational AppScan Express

Best Practices for a Security and Compliance Strategy Webcast:
Introduce IT Managers and their staff to the need for a security solution
from a cost
-
reduction, brand
-
risk and compliance perspective.

Share Best Practices
with your customers
today
!

Tivoli Storage Manager
FastBack (plus other Tivoli
offerings)

Know Your IBM Rewards (KYI Rewards):

Business Partner reps earn points that can be used “same as cash”
for… well, just about whatever!

Sign in with your
PartnerWorld

ID and
password.

WebSphere sMash

Free trial of WebSphere sMash Web creation tool. WebSphere sMash
can be used to quickly build customizable, situational, Web 2.0
-
based
applications to meet a particular need.

Download now

Information Infrastructure
Sales Incentive (IISI)


IBM Partners who sell the IBM Information Infrastructure solution
receive a 5% rebate from IBM on Tivoli Storage software


Sell IBM Storage hardware in conjunction with Tivoli Storage software
to qualify

Ongoing in the U.S.
and Canada. Sign into
PartnerWorld

for info.


IBM and Business Partners: Serving the midmarket

Server and storage incentives

12/14/2013

44

IBM Power Systems,
System p
®

New Customer
Business Partner incentive

Receive additional discount for 24 months for NEW system sales to new
FIE accounts with an additional percent when the account is qualifying
SMB customer.

Ongoing

IBM Power Systems™,
System i
®

& IBM System p
incentive for GB

Receive up to 6% additional discount for sales to General Business Mid
-
Market or General Business Large Enterprise customers.

Ends 12/31/2009

IBM System Storage
information infrastructure

Eligible IBM Business Partners can acquire, for an end
-
user, selected
eligible new IBM System Storage virtualization solutions at total offering
prices that reflect offering discounts.


Ongoing

IBM System x and IBM
System Storage 2009
Business Partner new
customer incentive

Eligible IBM Business Partners can receive incentive payments for EDI
or Web
-
based reported sales of eligible new IBM System x products
once they have reached a specified minimum sales revenue target.


Ends 12/31/2009

IBM System x and System
Storage 2009 Business
Partner growth incentives

Eligible IBM Business Partners who are approved to remarket IBM
System x, BladeCenter and System Storage products can receive
quarterly System x and/or System Storage incentive payments.


Ends 12/31/2009


Server and storage offers
for customers

Special customer offers for
System x and BladeCenter
,
storage
and
Power Systems
. Or, get a
free evaluation
on the savings possible by
migrating or upgrading to System x or BladeCenter.

Ongoing

IBM and Business Partners: Serving the midmarket

Global Services incentives

Internet security systems


IBM Express Multi
-
Function Security Bundle


Express Multi
-
Function Security Bundle (Refresh)


Express Managed Multi
-
Function Security Bundle (Refresh)

Discount:

Bundle elements
discounted
individually. Bundle
element discounts:

28% appliance,

20% maintenance,
25%, training,

25% device mgmt.


Express Managed Protection Services for Server (Refresh)

Discount:

software 35%
managed service 25%


IBM Security Enablement and Vulnerability Management



Express PCI Assessment

Discount:
17%

IBM system
services



IBM Express Remote Managed Infrastructure Services


IBM Express Remote Management Infrastructure Services (Refresh)

Discount:
30%


Softek Migration Services for Data ServicePacs

Discount:
20%

Managed technology
services


IBM HW Maintenance


Total Microcode Support

Discount:

ServicePac 20%


Business continuity
recovery services


IBM Information Protection Services


remote data protection express

Discount:
20%

12/14/2013

45

IBM and Business Partners: Serving the midmarket

Systems Connect Expert

The Systems Connect Expert tool was created to answer two basic Business Partner questions:

What do I need to know to successfully sell,
or provide pre
-
sales technical support on
volume products?


Become an
eXpert



Get certified!


Select a System x or
BladeCenter

certification track…


Sales Paths


Sales (basic)


Solution Sales (intermediate)


Technical Principles (advanced)

Technical Paths


Technical Principles (basic)


Systems Management (intermediate)


High Performance (intermediate)


BladeCenter

(intermediate)



Complete the recommended education contained

in the roadmaps …


Get certified either online, at a System x Technical
Conference or at a
Prometric

testing location…


Where can I find the education

elements I need?


Further your expertise by taking additional Web lectures
that are specifically selected to align with IBM initiatives
allowing you to “go to market with IBM.”


Technical Paths


Technical Principles (basic)


Systems Management (intermediate)


High Performance (intermediate)


BladeCenter

(intermediate)

12/14/2013

46

IBM and Business Partners: Serving the midmarket

Express Selector Plus

A simple to use, Web
-
enabled solution for Tier 2
Resellers providing


View detailed product specifications


Find and build a system by family, business use,
competitive comparison or technical specification


Obtain information on the latest promotions and
incentives


Check stock availability in the channel


Product scope


System x


BladeCenter


System Storage


Affiliated options

New features recently added


BladeCenter S Builder allows the increased flexibility to
create a BladeCenter S from scratch without selecting
the base IBM configuration


Solutions Basket offers the capability to configure
multiple products and group them into a single basket to
be sent for distributor quote.


Parts Surfer allows a search specifically by part number,
so users have the ability to select product by model or
part number.


Get started!

Register
www.express
-
selector.com

For more info
visit our web site

12/14/2013

47

IBM and Business Partners: Serving the midmarket

Business Partner Value Net Connections

Build complete solutions for your clients, extend
your geographic reach or expand your industry
focus. Value Net Connections helps you team with
other Business Partners to grow your business.


Extensive profiling and matching services help
identify complementary Business Partners based on
skills and business objectives.


Facilitated joint business planning support.


Go
-
to
-
market execution assistance provides support
for demand generation activities.


Access to a world
-
class ecosystem


including over
4,700 participating Business Partners and more
than 400 active Value Net teams.



As a result of focusing on

solutions and software within the
Value Net initiative we have
increased our profit margins from
9.6 to 15.5 percent.”



Ken Simon, Enterico

Visit us at:

Ibm.com
/partnerworld/valuenet

12/14/2013

48

IBM and Business Partners: Serving the midmarket

Appendix B:

Offering details

IBM and Business Partners: Serving the midmarket

Offering Summary

The IBM System Storage DS3000 is an entry

level storage system designed to meet the availability and
consolidation needs for a wide range of users. By consolidating data into one storage system, instead of
storing information within the internal memory of disparate servers, the DS3000 increases the capacity,
management efficiency and availability of a customer’s data solution



Client Profile


For Small and Medium Businesses across all the industries who want to


manage data growth on a shrinking budget with limited in
-
house IT expertise


address the growing demand for storage capacity, scalability and availability



For Growing SMBs and enterprise departments or remote sites who need an ILM or tiered storage
solution

Conversation Starters


Are you facing a tight budget and a growing demand for storage capacity?


Are your employees and/or customers able to gain timely access to data to remain productive?


Are you managing data dispersed across the servers in your organization?


Can your current storage solution scale to meet growing capacity, increased performance and
replication requirements?












Average Deal:
USD$15K

IBM Global Financing:
USD$125/mo 36 mo
Offers/Specials:
Proof of
Concepts,
BP Margins:

5%
-
20%

PartnerWorld URL:

https://www
-
304.ibm.com/jct09002c/partnerworld/wps/servlet/ContentHandler/ds3000sk.skit/lc=en_US

Quick facts


Comes in three flavors:


DS3200 (SAS), DS3300 (iSCSI) or DS3400
(FC)


Consolidate storage resources while providing
high availability and scalability


Affordable external storage for workgroup
storage applications such as e
-
mail, file, print
and Web servers


Three
-
year warranty including both hardware
and software


No other single vendor offers the completely
integrated HW/SW collaboration solutions of
IBM in which proven and reliable technology
working together, plus global financing with
lease/buy offerings. providing BP with a single
stop shop for an end to end solution


Drive additional revenue by selling low
-
cost and
network storage solution, perfect for
consolidating dispersed DAS implementations,
and an ideal complement to IBM System x
Server & BladeCenter®

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

50

IBM System Storage DS3000 Express Family

Low
-
cost network storage solution for
consolidating dispersed direct attached storage
instances.

Client Pain Points


Growing beyond limitations of internal
and/or direct
-
attached storage.


Data is dispersed across an organization
and remote sites are excluded from the
central office storage systems.


Inadequate or no data backup plan.


Inadequate scalability and/or inefficient use
of current storage.

Key CFO Messages


SVC storage pooling can help share capacity
among servers improving the return on storage
investment


Centralized/simplified management can help
improve storage administrator productivity.
Customers have seen productivity double.


Enables changes to the storage infrastructure
without disruption to applications

IBM and Business Partners: Serving the midmarket

IBM Cognos 8 BI MidMarket Reporting

Offering Summary


IBM Cognos 8 BI MidMarket Reporting delivers organizations a single product for complete reporting
requirements including ad hoc, managed, production, operational, and transactional and statement style reports.


A complete reporting solution for organizations is critical to supporting better decision making: on revenue
-
making decisions; cost
-
saving decisions and asset utilization. Built on enterprise
-
proven technology, we are
providing accurate, up
-
to
-
date information from systems across a company, and helping to improve business
performance for growing companies. These solutions are available in competitively priced and packaged
versions that are perfectly sized for mid
-
sized companies.


Client Profile


Designed for Mid
-
Market businesses across virtually all industries who do not have a large IT Staff


Clients who need insight into data to analyze information to understand the “why” behind critical issues, trends,
and opportunities.


Conversation Starters


How comfortable are you with the accuracy of the data in the reports?


How do you manage your data? And are you able to access all your data to create the reports the business
needs?


Do you have a reporting backlog? If so what is the impact on your organization in terms of time and user
satisfaction?













Pricing:
10/20/50 Report Users Packages.
Price starts at USD$13,125.

Financing:
90
-
day deferral and Stepped Profiles


structure IGF payments to reflect anticipated license
deployment and roll out to users


Provides a comprehensive reporting solution that
addresses all reporting needs for all users within
an organization, making it simpler, faster and
easier to manage than disparate solutions.

Quick facts


All report types (ad hoc, production, managed,
transactional, operational)


Access to any data and

any combination


Leverages existing security systems and
application servers


Supports third
-
party Web Portals including IBM
WebSphere portal


New countries:

WW availability


For more information:

IBM
Cognos Reporting resource center


IBM Cognos Reporting Demo


Other applicable themes

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

51

New SWG Partner incentive increased
by up to 10% exclusively in midmarket!
Click here

for more information.



Client Pain Points


Users cannot get information they need;
in the context they need; or in a timely
manner


Users want self
-
service capabilities to
be more self sufficient


Spreadsheets are used for reporting
which carries significant risks of
inaccurate and quality data

Key CFO Messages


Results from an
independent study

by Nucleus
Research: 80% of customers interviewed achieved
positive ROI

from their Cognos deployment through
increased productivity and revenues

and
reduced
operational costs.

Companies that had previously
relied on spreadsheets for reporting indicated that
Cognos was able to
reduce personnel time by as
much as 50
-
90%


IBM and Business Partners: Serving the midmarket

IBM Cognos TM1 MidMarket Edition V9.4

Offering Summary

A performance management solution for mid
-
sized organizations that delivers:


Read/write at “speed of thought” for planning and budgeting


What
-
if scenario modeling for forecasting


In
-
memory multi
-
dimensional cubes for analysis and reporting


Centrally managed business hierarchies, rules, calculations


Client Profile


Designed for Mid
-
Market businesses across virtually all industries who do not have a
large IT Staff


Clients who need to deliver timely, reliable forecasts & plans that align operational
tactics with financial targets


Conversation Starters


Have you exhausted the capabilities of spreadsheets?


Are your planning cycles long and frustrating?


Are your Management tools ineffective and inefficient?


Are your Budgets and forecasts unreliable?









Pricing:
Starting at USD$26,250

Quick facts

Helps address:


Inability to deliver timely, reliable forecasts &
plans that align operational tactics with financial
targets


Recognition that spreadsheets carry significant
risks


Planning cycles too long


Compliance with regulations and risk
-
management requirements.


Proliferation of spreadsheets that have created
too many silos


Error
-
prone and slow financial processes


IBM TM1 MidMarket Demo


IBM TM1 MidMarket Resource Center


Other applicable themes

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

52

New SWG Partner incentive increased
by up to 10% exclusively in midmarket!
Click here

for more information.



Client Pain Points


Recognition that spreadsheets carry
significant risks (Errors, Untrustworthy data ,
Insecure, Cumbersome, Fragility)


Planning cycles too long


Comply with regulations and risk
management requirements.


Proliferation of spreadsheets that have
created too many silos


Error prone and slow financial processes


Key CFO Messages

Companies like
Blue Mountain Ski Resort
: have
achieved a 1,800% ROI and
Envision Credit
Union
: 178% ROI, and now
spend less time
collecting data and more time analyzing the
business, Let me show you how.



IBM and Business Partners: Serving the midmarket

IBM DB2 Express Edition V9.5

Offering Summary


By leveraging DB2 Express edition, your computing environment is optimized for all workloads, from embedded
systems to the largest infrastructure deployments for multi
-
terabyte workloads


Simplicity


Make everyday operations easy or automatic


Performance


Greater business insight faster


Value


Lower cost of operations through simplified or automatic management


Total Business Resilience


security and privacy, availability, reliability, disaster protection, compliance and
governance


The only hybrid data server optimized for managing relational and pure XML data (structured & unstructured data)


Industry leading performance and scale for OLTP, data warehouse, and SAP application workloads


Client Profile


Designed for Mid
-
Market businesses across virtually all industries who do not have a large IT Staff


Conversation Starters


Do you find working with your current relational data server model to be inflexible for meeting your needs?


Would you like to disk used by your database by up to 80%?


If your programmers could leverage a single standards based interface to develop new data access services that
require as much as 16x less code, a fraction of the time to develop/maintain, AND gain performance improvements up
to 100x what they can achieve with your existing data server would you consider a change?








Pricing:

Starting at USD$72 per Processor Value Unit (100 Processor Value Units typical for Single Core
Chip or DualCore Chip.)


DB2 Express Business Partner Playbook



Quick facts


DB2 Express 9 is ideal for small and medium
businesses that do not want the expense of a
Database Administrator (DBA) and require
everyday data server operations to be easy or
automatic.


Supports the latest industry standards including
XML, Xquery, SOA & Web services, PHP, .NET
and leading operating systems.


Complete suite of developer and DBA tools to
maximize productivity.



Other applicable themes

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

53

New SWG Partner incentive increased
by up to 10% exclusively in midmarket!
Click here

for more information.



Client Pain Points


Limited support staff with many products and applications to
manage


Inability to extend the current applications into more modern
computing solutions


Desire to increase revenue by targeting current customers


Infrastructure not available to meet users needs

Key CFO Messages


IBM DB2 software improves operational
efficiency and reduces storage costs by up
to 75%. DB2 automates certain database
administration tasks. As a result, some
DB2 users are reporting significant savings
on database administration costs.

IBM and Business Partners: Serving the midmarket

Other applicable themes

IBM Express Retail Solution, a qualified SAP
Business All
-
in
-
One Solution


New

Offering Summary

An IBM solution based on the SAP Business All
-
in
-
One application suite delivered with pre
-
defined and
pre
-
packaged business retail functionality and business process models. The solution supports the end
-
to
-
end retailer requirements and is competitive in the marketplace by providing a world class application
software and full implementation solution that can be up and running in unprecedented time frames with
a total cost of ownership that is viable in the midmarket.

Client Profile


Mid
-
Market Retail industry clients with 100

1000 employees


Typical Sponsors: CEO, CFO, COO, Operations Execs and Managers, Revenue Producing
Executives, IT Executives

Conversation Starters


Have business requirements outgrown legacy system capabilities and capacity?


Are you required to integrate disparate systems due to mergers and acquisitions?


Are you struggling to reduce order lead times meeting customer demand and compete effectively?


Is your demand forecast accurate, timely and integrated

supporting your extended supply chain?


Are you spending excess/redundant time on back office processes that are not integrated?











Average Deal:
$500k (US)

with SAP SW/IBM service
IBM Global Financing:

Available

Pricing:
In Germany
-

IBM Starter Package: 270,000 Euros Other locations: Entry level price point



USD$545,000;

Availability:

Germany and India

ibm.com (Germany):

http://www
-
935.ibm.com/services/de/bcs/html/smb/retail.html#sap
_

Quick facts


Based on SAP Retail Best Practice, this pre
-
configured solution supports required
processes for the majority of retailers. The
relationship and experience with SAP has
positioned IBM as a leading services partner
who has support of the two companies
organizations committed to driving business in
the Midmarket.


IBM Sales Agents can sell an integrated
Business solution with required infrastructure
for a full solution revenue opportunity



Utilize existing IBM Reseller Agreement for
Hardware and Software so easy transition to
expanded relationship



Sales Agents are compensated on Services
contract value and the value of the included
ISV software. Resale fees example:


Software Resale: 5%


IBM GBS Services: 5% (there is a cap)


Additional fees after quota achievement
on applicable transactions


Other revenue opps for BP's include:


Resale IBM Hardware or Hosting (AoD)


Resale IBM Software (SVI program)


Resale IBM Financing (IGF)


Enhanced value proposition for other BP
services or capabilities and opportunity to be
solution provider for strategic client project.



Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

54

Client Pain Points


Legacy systems do not support objectives


Growth potential is limited because
applications don’t support collaboration with
vendors and customers


Traditional implementation does not make
allowances for challenges, risks & needs

Key CFO Messages


Reduce costs and grow operations:
Automation/simplification of manual operations


Decrease losses by increased control:
Automated price updates, Accounts control in
store, Gross profit/margin analysis


Increase Competitiveness: Lower and more
accurate inventory levels by ensuring the right
products in the right quantity, at correct prices

IBM and Business Partners: Serving the midmarket

IBM Medical Devices Solution

for Oracle Accelerate


New

Offering Summary

A full
-
function ERP and CRM solution for the Medical Devices Industry, using Oracle E
-
Business
Suite and Implementation Accelerators, that supports industry functionality including FDA compliance
and reporting along with traditional ERP back
-
office processes such as finance, order
-
to
-
cash and

procure
-
to
-
pay. The solution provides IBM and our Business Partners a regulatory
-
compliant offering

that is competitive in the high growth Medical Devices industry.

Client Profile


Caters to the ERP and CRM requirements of faster growing medical devices companies.


Client Size: >250 employees, <500 million in revenue, Distribution and/or manufacturing
processes.


Typical Client sponsors: Business Owner / Venture Capitalist, CxO, Financial, IT or Operations
Execs and Senior Managers

Conversation Starters


Are you concerned that a comprehensive ERP solution is beyond your reach?


Are you spending excess/redundant time on back office processes because of non
-
integrated or
niche packages?


Are stringent regulations, intense worldwide competition, consolidation of customer base and short

product life cycles causes for concern?


Are you challenged to operate in a Lean Manufacturing environment?


Do you need to support a customer managed inventory?


Are Quality Management

and Assurance areas that need attention?








Pricing:
Entry level price point: USD$700,000; Average deal price point: USD$950,000

IBM Global Finance:

Available

Availability:

USA

ibm.com:

http://www
-
03.ibm.com/solutions/oracle/us/detail/landing/Q269011Q25097T44.html

Quick facts


Oracle Accelerator tool integrated into
IBM’s implementation methodology
delivers significantly faster results, with
limited resource effort and with a
consistent approach that reduces
implementation risks.


IBM is the largest SI member of the
Oracle Accelerate program with multiple
industry solutions across the globe.

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

55

Other applicable themes

Client Pain Points


Legacy Systems unable to support business
objectives


Cost of upgrading

Key CFO Messages


Accelerated time
-
to
-
value (16
-
20 weeks)


Industry best practices to improve operations
and grow revenues


Regulatory compliant growth oriented platform:

Quick facts

Oracle Accelerator tool integrated into IBM’s
implementation methodology delivers
significantly faster results, with limited resource
effort and with a consistent approach that
reduces implementation risks.

IBM is the largest SI member of the Oracle
Accelerate program with multiple industry
solutions across the globe.


IBM Sales Agents can sell an integrated
Business solution with required infrastructure
for a full solution revenue opportunity



Utilize existing IBM Reseller Agreement for
Hardware and Software so easy transition to
expanded relationship



Sales Agents are compensated on Services
contract value and the value of the included
ISV software. Resale fees example:


Software Resale: 5%


IBM GBS Services: 5% (there is a cap)


Additional fees after quota achievement
on applicable transactions


Other revenue opps for BP's include:


Resale IBM Hardware or Hosting (AoD)


Resale IBM Software (SVI program)


Resale IBM Financing (IGF)


Enhanced value proposition for other BP
services or capabilities and opportunity to be
solution provider for strategic client project.

IBM and Business Partners: Serving the midmarket

IBM Express IT Strategy Assessment

Offering Summary

An affordable, prepackaged consulting engagement designed to examine the effectiveness of your IT
strategy from alignment to business direction to resource and investment management. The analysis of
core value drivers in key process areas such as supply chain, finance and operations allows the client
to focus on areas for improvement such as profit improvement, cost reduction or capital improvement.


Client Profile

IBM Express IT Strategy Assessment can help midmarket clients examine their IT strategies and plan
for improvement. It is designed to help companies align IT spending with business goals; improve the
efficiency of IT resource utilization; and transform IT into a catalyst for business growth.


Conversation Starters


Is your company's IT spending designed to support business growth and innovation?


Is your company's IT environment complex and costly to manage?


Are you concerned with operational efficiency, staff skill set or IT performance?


Do you perceive other companies in your industry to have new technologies or practices that your IT
organization has not yet adopted (for example, digital media technologies or service
-
oriented
architecture)?











Pricing:
Approximately $45
-
60K depending upon scope and analysis

IBM Global Finance: Available

Quick facts


IBM Global Business Services consultants offer
expertise and experience across industries and
business process areas that allows them to
reconcile the gap between our clients business and
IT priorities.


IBM has a dedicated consulting practice focused on
the mid
-
size enterprise with solutions specific for
these clients.


Customer Successes:


Working Capital Optimization: Increased inventory
accuracy to 97% and reduced training time to <1
day, saving approximately $100k/year in training
cost


Process simplification/standardization: Analysis of
operations across multiple business units in 10
countries led to identified annual savings of $300M.
Centralized/outsourced of shared services.


Client Pain Points


responding quickly to market changes


delivering excellent performance to end users


tying IT decisions to evolving business needs


leveraging IT innovation to enable business
growth


Obtaining Operate efficiently & lower costs

Key CFO Messages


Drive efficiency with a company
-
specific
assessment of the existing IT environment


Better alignment of IT to the needs and
direction of the business


Competitive advantage gained by using IT
to drive growth and innovation


Improved IT performance


Better service to business users

IBM and Business Partners: Serving the midmarket

IBM Lotus Foundations Start V1.1


Refreshed

Offering Summary


Lotus Foundations Start is the first in the Lotus Foundations family of software appliances designed to
deliver simple, affordable and essential software, enabling businesses with 5
-

500 employees to focus on
business rather than IT. It is also the first proof point in the IBM Smart Business initiative which is
designed to simplify the delivery and consumption of information technology to small and medium
businesses.


Lotus Foundations Start is installed on
-
premise, and offered exclusively through Business Partners. A
complete IT solution, Lotus Foundations Start includes Lotus Notes
®

& Domino mail and collaboration
platform, file management, directory services, back
-
up and disaster recovery, network security, remote
access, Lotus Symphony office productivity tools and more.
Additionally,
Lotus Foundations serves as a
platform for customers to run native Linux
®

and Lotus Domino applications and Microsoft
®

Windows
®

applications within a VMware container.


System integrators and ISVs can integrate their new or existing applications into the Lotus Foundations
platform with minimal effort.


Lotus Foundations Start also supports
distributed deployment for businesses with multiple remote offices.

Client Profile


Small businesses with
5 to 500 users

with little/no in
-
house IT skill, particularly those that manage
sensitive data

Conversation Starters


What would you do if you could focus more on business rather than worry about IT?


What benefits would sourcing your technology needs from a single vendor provide?


How do unexpected costs associated with additional software purchases not covered by your base
solutions affect your budget?








Pricing:
USD$229 for the server software, USD$149 each CAL. Hardware additional. Base Lotus Foundations server: USD$2,409. Average
deal: USD$2,500/15 users.

Availability:

WW. Supported languages: Group 1: English, Brazilian Portuguese, French, German, Italian, Japanese, Korean, Spanish,
Simplified Chinese, Traditional Chinese; Group 2: Danish, Dutch, Finnish, Norwegian
-
Bokmal, Swedish; Group 2B:
Czech, Greek, Hungarian,
Polish, Portuguese, Russian, Turkish

Flexible, affordable complete IT

solution for small companies to run

their businesses.

Quick facts

Features


Backup and disaster recovery


Remote access (secure VPN)


Firewall


E
-
mail and collaboration


Mobile access to e
-
mail


Antivirus and antispam


Lotus Symphony office

productivity tools


Optional business applications

Prices stated are based on U.S. list prices, exclude applicable taxes and are subject to change by IBM without notice.

12/14/2013

57

New SWG Partner incentive
increased by up to 10% exclusively
in midmarket!
Click here

for more
information.

Client Pain Points


Lack the technical expertise to favorably leverage technology


Unauthorized network intrusions, viruses and spam threaten
security of business information and disrupt productivity


Downtime and/or loss of data impedes business continuity and
profitability


Complexity and cost of business collaboration and productivity
solutions



Time and expense of dealing with multiple technology vendors
and products

Key CFO Messages


Reduce the costs associated with managing a
multi
-
vendor IT infrastructure by switching to a
solution designed to work together. Free yourself
from hassle and interruption of costly on
-
site
service visits and surprise maintenance costs
with a solution that can be managed and
serviced remotely by your partner. And with the
included Lotus Symphony office productivity
suite, you can stop paying for Microsoft Office
licenses.


IBM and Business Partners: Serving the midmarket

IBM Lotus Domino Express

Offering Summary

IBM Lotus Domino Express is a proven collaboration solution optimized for companies with 1,000 employees or
less

and includes messaging, e
-
mail and calendar capabilities with a powerful platform for collaborative business
applications in a single offering.

Features include:


A fresh, modern user interface


More flexible options to personalize and customize


Access to data and applications without leaving the desktop


Enhanced mail, calendar and PIM (personal information management) capabilities


Integrated productivity tools


Enable mobility with Apple iPhone and Window Mobile support


Server
-
managed deployment of client software and composite applications