Ibm software one overview for business partners
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IBM Software One Overview for Business Partners. Introducing a single SWG initiative to attract new clients and grow IBM software revenue, leveraging one prioritized set of door-opening solutions. IBM Software One .

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IBM Software One Overview for Business Partners

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Ibm software one overview for business partners

IBM Software One Overview for Business Partners

Introducing a single SWG initiative to attract new clients and grow IBM software revenue, leveraging one prioritized set of door-opening solutions


Ibm software one

IBM Software One

The IBM Software One initiative provides important resources to aid in uncovering opportunities and progressing deals for volume products.

  • Simplified Software offering portfolio aligned to high growth areas

  • Offerings built with cross-sell and up-sell in mind to provide the ability to go wider and deeper

  • Proven success for IBM sellers and Partners in this marketplace

  • Comprehensive marketing campaigns to provide air cover and pave the way for your client conversations

  • Maximize teaming with consistent focus and resources for IBM sellers and Business Partners


Ibm software one overview for business partners

3 Keys to Attracting and Retaining Clients

A NEW single initiative to attract new clients and grow Software revenue leveraging one prioritized set of door-opening solutions

  • Value: Client Relevant

    • Addressing High Growth Market areas

    • Appealing technology to address client key pain points

    • Fast time to value: Competitive price & quick deployment

    • Attractive ROI - pay back within one year

  • Speed: Designed For Sellers

    • Consistent Targeted Prospecting Kits

    • ONE stop “shop” for Enablement & Sales Materials

    • Proven, repeatable, high volume products

    • Short sales cycle & good cross sell/up sell opportunities

    • Supported by NEW Propensity to Close Tools

  • Synergy: Team IBM Supported

    • ONE program: Enabled for ALL Routes to Market

    • Supported by Marketing Demand Programs

    • Aligned with Channel Skills & Campaigns


Ibm software one addresses 9 high growth categories 23 prioritized solutions

IBM Software One addresses 9 high growth categories23 Prioritized Solutions

  • Digital Marketing Optimization

  • Secure File Transfer and Compliance

  • B2B Integration

  • Big Data Archive and Analytics

  • Big Data Discovery, Search &

    Advanced Analytics

Smarter

Commerce

Big Data

SocialBusiness

Smarter Analytics

Security

  • Customer Insight Foundation

  • Financial Performance Mgmt.

  • Social Collaboration

  • Exceptional Web Experience

Business

Process

Security

  • Improving Effectiveness of Business Operations

Security

  • Virtualization Optimization

  • Application Performance Mgmt.

  • IBM Endpoint Mgr. for Patch Mgmt.

  • Collaborative Lifecycle Mgmt.

  • Rational Test Workbench

  • Software and Systems Engineering

Software

Delivery

Cloud

Mobile

  • Cross-platform Mobile Applications

  • Collaborative Team-Based Development

  • Bring-Your-Own-Device (BYOD)

Runtime

(GMU Initiative)

  • Client Runtime Environment

4

IBM Confidential

4


Ibm software one overview for business partners

IBM Software One end to end support

Accelerate your pipeline build and close quickly

Demand Generation

  • Accelerating pipeline creation

  • SWG demand program guidance: IBM Software One is a Must execute priority

  • Ready-to-Execute campaigns recommended for IBM Software One

  • BP Co-Marketing funding allocation prioritized for IBM Software One

  • Delivering comprehensive enablement - in one place

  • New sales enablement assets including prospecting guides and progression kits

  • Comprehensive resources available for all routes to market

  • Brand Sales Plays aligned to IBM Software One portfolio

Sales Enablement

  • Improving sales efficiency: quickly validate and pass leads to best routes

  • Lead passing improved through automation and lead collaboration desks

  • IBM Software One BP Sales Progression kits to advance opportunities

  • Propensity to Close data to help accelerate deal closure

$$$


Ibm software one overview for business partners

IBM Software One Demand Generation & Sales PlaysReady to Execute campaigns, BP Sales Plays on PartnerWorld

IBM Software Onesolutions are fully supported by Ready To Execute (RTE) campaigns, with nurture streams and relevant offers.

  • RTE campaigns on PW

    • Midmarket RTEs

IBM SWG BP Sales Plays Available on PartnerWorld


Ibm software one overview for business partners

IBM Software One Sales Landing page on PartnerWorld

Client Need, Value and Ideal Prospects

IBM Software One Sales Playbook

Quarterly BP webcasts and guidance

Solution Prospecting Guides

IBM Software One Sales Enablement available on PartnerWorldLeverage Prospecting and Progression resources to generate leads and accelerate closure

  • IBM Software One BP Sales Progression Kit

    • Reference core offering materials

    • Leverage progression assets


Ibm software one overview for business partners

IBM Software One Solution Overview, Prospecting GuidesGet started! Go to IBM Software One Sales Landing page on PartnerWorld

“Awesome! Information is excellent... LOVE THIS: real high-level value statements, especially in crunch time as IBMers and BPs are looking for sound bites/Reason of Calls to re-connect with customers on opportunities in the pipeline.” - NA SWG Midmarket Sales Leader

  • IBM Software One Enablement

  • Prospecting Guides

    • Solution Overview

    • What customers struggle with

    • How we can help them

    • Who is interested and why

    • Value of the solution

    • Competitive Differentiators

    • Starting questions

    • References

    • Products and Platforms

    • Sales Acceleration Plays

    • and more!

  • IBM Software One Portfolio Client Value Overview


Ibm software one solutions lead with products rtes for bps 1 of 3

IBM Software One Solutions, Lead-with Products, RTEs for BPs (1 of 3)

Solutions (linked to prospecting guides on PW)

Lead-With Products (linked to sales kits on PartnerWorld)

Links to supporting RTE webpage and suggested campaigns on PW

Products that are core to the infrastructure; frequently the foundation for an IBM solution

or ISV application: WebSphere Application Server, DB2, Tivoli Storage Manager, Rational Team Concert


Ibm software one solutions lead with products rtes for bps 2 of 3

IBM Software One Solutions, Lead-with Products, RTEs for BPs (2 of 3)

Links to supporting RTE webpage and suggested campaigns on PW

Solutions (linked to prospecting guides on PW)

Lead-With Products (linked to sales kits on PartnerWorld)

Products that are core to the infrastructure; frequently the foundation for an IBM solution

or ISV application: WebSphere Application Server, DB2, Tivoli Storage Manager, Rational Team Concert


Ibm software one solutions lead with products rtes for bps 3 of 3

IBM Software One Solutions, Lead-with Products, RTEs for BPs (3 of 3)

Solutions (linked to prospecting guides on PW)

Lead-With Products (linked to sales kits on PartnerWorld)

Links to supporting RTE webpage and suggested campaigns

Products that are core to the infrastructure; frequently the foundation for an IBM solution

or ISV application: WebSphere Application Server, DB2, Tivoli Storage Manager, Rational Team Concert


Ibm software one drives marketing and sales content example

IBM Software One drives marketing and sales contentEXAMPLE:

IBM Software One Category

  • Big Data Archive and Analytics

  • Big Data Discovery, Search and Advanced Analytics

Big Data

Ready to Execute Marketing Campaigns

Business Partner Sales Plays

Go to SWG BP Sales Plays on PartnerWorld to find all the information and resources your team needs to focus their sales efforts around specific themes to drive revenue in 2013.

Pre-packaged multi-step marketing campaigns (including translations) in the Co-Marketing Center (CMC). Co-funding available for eligible IBM Business Partners. Agency and VAD supported.

IBM Software Worldwide Business Partners and Midmarket Marketing


Ibm software one mapped to swg bp sales plays available on partnerworld

IBM Software One mapped to SWG BP Sales Plays Available on PartnerWorld

Creating New Opportunities with the CMO Study (EMM)

IBM Sterling MFT – FTP Remediation

B2B Integration

New Insights from Big Data

Reduce the Cost of Data

Trust and Protect Information

Big Data

Smarter

Commerce

Predictive Led Business Analytics

Business Analytics for the Midmarket

Selling the full FPM Agenda to the Office of Finance

BI Led Business Analytics

SocialBusiness

Smarter Analytics

Pssst! The Secret of Social is ADOPTION

3Ps (prospect, progress, propose) of Social Portal

Security

Business

Process

Security

Security Intelligence, Analytics and Compliance

Addressing Emerging Threats

Improve Your Customer’s Business with BP and ODM

Predictive Led Business Analytics

Cut costs & improve employee productivity with IBM imaging and capture solutions

Security

Optimize Virtual and Cloud Environments while Reducing Costs

IBM Endpoint Manager for Mobility, Security and Patch Management

Faster software ROI with ALM

Deliver higher quality software to minimize operational risk and cost

Develop Smarter Products and Systems

Software

Delivery

Cloud

IBM Mobile Foundation

Speed Application Time to Value and Reduce Dev Cost with WebSphere

IBM Endpoint Manager for Mobility, Security and Patch Management

Mobile

DB2 Break Free - Lowering Cost of Data Sales Kit

IBM WebSphere Application Server V8.5 sales kit

Runtime

(GMU Initiative)

Runtime

(GMU Initiative)

Runtime

(GMU Initiative)

IBM Software Worldwide Business Partners and Midmarket Marketing


Accelerate deal closure with propensity to close models

Accelerate deal closure with Propensity-to-Close Models

IBM analytics ranks the likelihood an opportunity will close from 1-5 (quintiles)

1 – Has the most likelihood to close (does not guarantee it will close)5 – Has the least likelihood to close (does not mean it will not close)Ranks all IBM opportunities (IBM OI and BP OI)

IBM has tested the system against all OI sources in all geographies and found it to be highly accurate (tuned for local geographies)

Sellers, including BPs, working on multiple opportunities use quintilerankings to prioritize which opportunities should be addressed first

What

Testing

Usage

FOR MORE INFORMATION:Alan Zwiren, WW Velocity Sales Leader, [email protected]


How to get started 4 simple steps to drive new swg pipeline and revenues with ibm software one

How to get started4 Simple Steps to Drive New SWG Pipeline and Revenues with IBM Software One

  • Get Enabled!

    • Bookmark now! IBM Software One on PartnerWorld

    • Learn client value propositions, target roles

    • Review the Prospecting Kits and Progression Kits

  • Jumpstart your Prospecting!

    • Get enabled and work with your local IBM teams on demand generation tactics

    • Leverage the IBM Software One Solution Prospecting Guides on PartnerWorld

      • Find solution overviews, IBM Software One Sales Playbook and more

  • Build your Pipeline!

    • Take advantage of Ready to Execute campaigns to create new leads

    • Exploit SWG BP Sales Plays Available on PartnerWorldto drive results

    • Work with your IBM team to explore co-marketing opportunities

  • Progress and Close!

    • Leverage the IBM Software One BP Sales Progression Kit on PartnerWorld

    • Use Propensity-to-Close models to accelerate deal closure

Contact Linda Okoniewski, IBM SWG Market Segment Manager for more information


Overview of ibm software one solutions on partnerworld 1 of 4

Overview of IBM Software One Solutions on PartnerWorld 1 of 4


Overview of ibm software one solutions on partnerworld 2 of 4

Overview of IBM Software One Solutions on PartnerWorld 2 of 4


Overview of ibm software one solutions on partnerworld 3 of 4

Overview of IBM Software One Solutions on PartnerWorld 3 of 4


Overview of ibm software one solutions on partnerworld 4 of 4

Overview of IBM Software One Solutions on PartnerWorld 4 of 4


Ibm software one midmarket ready portfolio subset 1 of 2

IBM Software One “Midmarket-Ready” Portfolio Subset (1 of 2)

Opportunity Area & Solutions

Lead-With Products - Midmarket Ready versions

Products that are core to the infrastructure; frequently the foundation for an IBM solution or ISV application: WebSphere Application Server (MM CRM & ERP ) , DB2 (MM BAO), Rational Team Concert (Materials on SSW), Tivoli Storage Manager MM Security), IBM Lotus Domino Express (MM Social Business)

Additional products that are central to Midmarket Solutions include: Cast Iron Cloud Integration (Cloud), WebSphere Commerce Express (Smarter Commerce), Tivoli Endpoint Manager (Security)


Ibm software one midmarket ready portfolio subset 2 of 2

IBM Software One “Midmarket-Ready” Portfolio Subset (2 of 2)

Opportunity Area & Solutions

Lead-With Products - Midmarket Ready versions

Products that are core to the infrastructure; frequently the foundation for an IBM solution or ISV application: WebSphere Application Server (MM CRM & ERP ) , DB2 (MM BAO), Rational Team Concert (Materials on SSW), Tivoli Storage Manager MM Security), IBM Lotus Domino Express (MM Social Business)

Additional products that are central to Midmarket Solutions include: Cast Iron Cloud Integration (Cloud), WebSphere Commerce Express (Smarter Commerce), Tivoli Endpoint Manager (Security)


Ibm software one overview for business partners

Present clients with 0% financing* for IBM Software One Portfolio

Work with IBM Global Financing to remove client’s budget obstacles

  • Financing On the Go -- View the demo

  • BPs Share their Experiences

  • Available on Android, Apple, Blackberry, and Windows mobile devices

Phil SauvageauSirius Computer Solutions

* Charges for software and services must be one-time, non-recurring. Minimum deal size is $5,000, with maximum of $1 million. Not all products qualify for all offers, please check with your local representative. * IBM Market Intelligence Data Analytics “Win More” study of Siebel opportunities.

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