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An Opportunity for Growth and Profit with IBM. Michael Connolly IBM Client Director Thank You. VTN MEMBERS. AGENDA . Grow with IBM and Ingram Testimonial – Jim Veraldi Executive Vice President Microstrategies Angelica Horaitis –

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An opportunity for growth and profit with ibm l.jpg

An Opportunity for Growth and Profit with IBM

Michael Connolly

IBM Client Director

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Thank You


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  • Grow with IBM and Ingram

  • Testimonial – Jim Veraldi

    • Executive Vice President Microstrategies

  • Angelica Horaitis –

    • IBM Vice President

  • Contest !!

Opportunity for Growth

and Profit NOW, Next Year and Future Years!

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IBM – Ingram Advantage

Helping our partners – “DO”

  • Business Planning

  • VAR skill building

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

  • Effective Demand Generation

  • It’s a long term partnership

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A Wealth of Partner Support

Industry Leading Products

Best-of-Breed Incentives

World Class Enablement & Technical Support

Significant Sales Investments

Proven Go-to-Market Programs

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The IBM Business Partner Proposition

PARTNERWORLD -- Join at no Charge!

Worldwide Marketing Programs

Training and Certification



Professional service reselling

You Pass We Pay

Sales Connections

Subject Matter Expert

IGF Financing and Leasing

Value Package

Software Value Incentive

Virtual Innovation Center

Value Advantage Plus

Co-Marketing Funds

Business Partner Innovation Centers

Development funds & Support

Campaign Designer

Marketing Intelligence & Planning

PartnerWorld Industry Networks

…and much more!


Cash Flow



All Focused to:

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IBM Business Partner

Jim A. Veraldi

Executive Vice President

Micro Strategies Inc.

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IBM Portfolio provides integration opportunity

  • Servers

    • #1 in worldwide server sales - $22B in 2006

    • New Express Offerings for SMB

  • Storage

    • World leader in total storage and tape sales

    • New entry leadership products

    • New Express Offering for SMB

  • Software

    • World leader in middleware, 2nd overall

    • Growth through partners was 11% in 2006

  • Services

    • ServicePac, Implementation services, RTS

    • Tools to help renewals, packaging

  • Financing

    • Working Capital for Growth

      • Inventory, Receivables, Payables, and more

    • New Speed and Simplicity - $500,000 credit in minutes

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

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IBM BladeCenter S

Ann: Sept 25

GA: Dec 18

All-in-one gets you up and running fast

  • Integratedbusiness-in-a box foundation with configurable shared storage

  • Big IT results even from the smallest IT staffs to deliver big IT results

  • Easywith “select-and-click” configurability

  • Office-friendly 110v power

  • Grows with your business

  • Optimizedfor small office environments

Podcast: BladeCenter S


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$torage Million$ Mania Checkli$t

  • Incentives

    • New Sell More Blue grid with improved discounts

    • Express Seller Storage pays you a 2% rebate

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

  • Storage Co-Marketing

    • Use Partner Rewards Co-marketing dollars

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

    • Premier partners can get $10K for DS4000 marketing

  • Seller Enablement

    • Sales kits and proposal inserts to build opportunities

    • Loaners or trial units

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Join the team of IBM Business Partner leaders on the technological forefront of IBM BladeCenter and storage solutions

Introducing… IBM BladeCenter and Storage Solution Centers

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

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

Program Benefits:

Recognition as an IBM Blades Leader

Quarterly Bonus for to offset Center Investment

Equipment Lease Programs

Community Support

Demand Generation Support

Partner Commitment:

Blade & Storage Skill Certifications

Onsite Equipment

Demo Capability

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IBM Energy Efficiency (Green) Offerings



  • Data Center Energy Efficiency Assessment-GTS

  • Data Center Thermal Analysis and Optimization Facilities Integration-GTS

  • IBM Optimization and Integration Services: Server Consolidation-GTS

  • Accelerator for Rationalization -GTS

  • IT Systems Energy Efficiency Assessment-STG

  • Data Center Health Audit for IT-STG

  • Server and Storage Power/Cooling Trends and Data Center Best Practices-STG

  • Optimized Airflow Assessment for Cabling -GTS

  • Scalable Modular Data Center-GTS

  • Integrated Rack Solution -GTS

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

  • IBM BladeCenter-STG

  • IBM System Storage –STG

  • IBM System x - STG

  • IBM System i -STG

  • IBM System p -STG

  • IBM System z -STG

  • IBM Blue Gene -STG

  • Energy Efficiency Project Financing - IGF

  • Networking SPL - GTS

  • Strategy & Architecture SPL - GTS


Manage & Measure


Green Data Center

Manage & Measure



  • IBM Systems Director - PowerExecutive & Power Configurator – STG

  • Tivoli Provisioning, Monitoring, Usage & Accounting Mgr –SWG

  • Environmental compilant, secure disposal- IGF



  • Rear Door Heat Exchanger- STG

  • Data Center Stored Cooling Solution- GTS

  • Installation Rear Door Heat Exchange Installation- STG LBS

  • Virtualization on IBM Systems and IBM System Storage- STG

  • IBM Emerging Server Technology Services - VMware -GTS

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Infrastructure Technology Solutions Division

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

    - Field-based Business Development Managers

    - Field-based Vendor Channel Managers

    - Filed-based Solutions Engineers (Vendor specific)

    - Extensive Inside Sales teams (Vendor specific)

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IBM High Volume Strategy

Angelica Horaitis

Vice President

IBM High Volume Sales

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3 Key Points ………….

  • Why we do it -- the market

  • How we do it -- people, products, processes

  • What you can do -- call to action; call to profit

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The Market is HUGE and Exploding !!

Americas Mid-market x86 Growth

  • The Worldwide Mid-market x86 opportunity for 2007 is$32.0B

  • The Americas Mid-market x86 opportunity is$6.7B

  • Plus Americas Mid-market Storage opportunity is$4.5B







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

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Our 2007 Mission: Accelerating SMB Growth thru High Volume




Easy to Buy,

Install and





For Growth

Customer Wants and Buying Behavior



Express Seller


Fast Delivery


Business Partner or TeleWeb

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Continued Investmentsin the Express Seller Strategy

Key Business Partners



Management System



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  • Barron’s :

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

  • .”

  • Business Week :

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

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Business Partner Profitability Tool

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

  • What is it?

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

  • How will it help me?

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

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

    • Very easy to customize and navigation is straightforward

  • Where can I find it? or

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JUST ANNOUNCED THIS MORNING -- Grow Your Business with IBM Software

  • Grow profitability by expanding your presence at your clients

  • Based on your existing skills & selected to meet most pressing customer needs (product to product scenarios)

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

  • 60 cross-brand sell scenarios

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Software is Profitable come from their installed base” (source: CHANNELCORP)

  • Software tools on-line

    • BP Profitability Tool available online & at

    • Grow your business tool announced today

  • Earn & retain high profit margins

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

    • We’ll show you how!

  • Ingram/IBM should be your partner of choice

    • Over 30 people dedicated to IBM software

    • Integrated IBM SW and HW team

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Ingram Micro & come from their installed base” (source: CHANNELCORP)IBM Partnership

  • Identify your Ingram Micro & IBM contacts

    • Leverage this team to grow your business

  • Get a PartnerWorld ID

    • Up to date information on programs, events, etc.

  • Become IBM enabled

    • Leverage education and world class support (KYI)

  • Make money with IBM

    • Leverage the incentives and programs

  • Make money with Ingram Micro

    • Leverage everything they provide

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Executive Summary come from their installed base” (source: CHANNELCORP)

  • IBM is Committed to SMB and to our PARTNERS

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

  • IBM has the largest solution and product portfolio in the industry

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CHAPTER CONTEST come from their installed base” (source: CHANNELCORP)


-Chapter that grows revenue most over revenue Target

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

- Fourth Quarter

- One Chapter will win

- Money will be shared within the chapter

- Ingram will set targets and Money will go thru VTN board

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Further Questions? come from their installed base” (source: CHANNELCORP)


Michael Connolly (

Barbara Dell (

Candace LaVoy (