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IBM Software One Overview for Business Partners

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  1. 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

  2. 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

  3. 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

  4. 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

  5. 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 $$$

  6. 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

  7. 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

  8. 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

  9. 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

  10. 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

  11. 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

  12. 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

  13. 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

  14. 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, ajzwiren@us.ibm.com

  15. 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

  16. Overview of IBM Software One Solutions on PartnerWorld 1 of 4

  17. Overview of IBM Software One Solutions on PartnerWorld 2 of 4

  18. Overview of IBM Software One Solutions on PartnerWorld 3 of 4

  19. Overview of IBM Software One Solutions on PartnerWorld 4 of 4

  20. 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)

  21. 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)

  22. 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. Click here to view all videos