CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.
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Transcript of CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.
© 2004 IBM Corporation
CEMA Software Group Channels Technical Sales 2005
Elena Georgieva Sales Manager NDB Ltd.
2005 SWG Channels Technical Sales - EMEA
© 2003 IBM Corporation2
Channels Technical Sales – Roles and Missions in 2005
Channels Technical Sales Team (SWIT) Missions in 2005 :– Pool of IT Specialists from all SW Brands and SW IT Architects – Provide SW Technical Sales support for Business Partners (T1, T2, ..) – Consult Business Partners on IBM technical support options (VIC; TECs, IICs,
Techline, IDR, Brand teams, other SWITs…)
– Provided support : • Enable to Sell – in the context of an Enablement Plan (PEP)• Sell with support – opportunity pre-sales support • Implementation support – first time implementation
– CEMA Channels Technical Sales Setup
2005 SWG Channels Technical Sales - EMEA
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Channels Technical Sales – Roles and Missions in 2005
Request
Reports & metrics = SWIT touched Channel Revenue, Enagegements
CEMA TSS/SWIT community
Resource Assigned
SWIT CEMA IT Architects/Specialist
SWIT
WebSphere
Data Mgmt
Tivoli
Lotus
SWITAs
Pan EMEA Technical Teams SW Channel
Sales(SSR BP)
SW Channel development
(BDM)
PartnerWorldContact Services
SWIT/TSS Community
ChannelOpportunity
Based (Siebel)
Technical enablement
based on enablement agreed plan
Technical support based
on entitled benefit
SWG Services,
Educ Centers, ….
BusinessPartner
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Technical Support Options
VAD
Partnerworld
Migration Station
Developerworks
Virtual Innovation Center
Techline
IBM Innovation Centers (IICs)
BP Compass
Beta Programs via PIC
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Partnerworld Program
VAD
Partnerworld is the IBM partner program for all BPs
HW partners, SW partners, ISVs, Resellers, Integrators
http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_pat.html
Offers sales, marketing and technical assistance
Training and certification
http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html
Technical Resources and Support
http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_trs.html
Value Package highly recommended for advanced technical support http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html
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Migration StationA Particular Project requires Particular Support
Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track – Database track
• From MS SQL, Oracle, Sybase, ... -> Db2– App server track
• From traditional prgm languages, newer J2EE, .NET based -> Websphere family– Java track
• From traditional applications -> Java and open-standards based programming– Linux track
• Your applications, mail servers, OS -> Linux– Lotus track
• From MS Exchange environment -> Lotus Notes and Domino -> Web Services and Portal Apps
http://www-106.ibm.com/developerworks/ondemand/migrate/
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Technical Programs and Offerings
http://www-130.ibm.com/developerworks/
Developerworks
Alphaworks
http://www.alphaworks.ibm.com/
http://www.redbooks.ibm.com/
Redbooks
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Single and for free entrance for support and Enablement for all
SWG Express ProductsEducation with e-mentoring
Technical EducationMarketing Sales
SupportSelf-Service ApproachFAQ’sWhite PapersHints, Tips and TricksTopical Forums/Discussion GroupsOnline Support available 7x24Mentored Support available 5 x 12e-mentoring and relationship managementQualify for Add’l Porting AssistanceExpress SolutionsPre and post sale support
Code DownloadFor IBMers access with generic ID
http://www.developer.ibm.com/welcome/vic.htmlVirtual Innovation Center - VIC
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Software Group Portfolio WebSphere Data Management Tivoli Lotus Rational (routing to …) Software on zSeries platform
eServer and OS zSeries, z/OS, S/390, MVS, VM, VSE iSeries, AS/400, OS/400 pSeries, RS6000, AIX xSeries and IntelliStations
Desktops, Laptops and ThinkVantage Storage Systems Printing Systems Cross-Brand solutions Linux on all platforms Competitive information
Product information Features and positioning interoperability and compatibilityVersions, releases, pre- and co-
requisitesTechnical marketing bullets
Proposal Support: RFI and RFP paragraphs
Remote Presentations and Demonstrations
Three way customer calls with ibm.com Telesales
Solution Server Sizing (Websphere, DB2, Tivoli, Domino, ERP, etc)
HW and SW Configuration support1st level for IBMers2nd level for Partners *
Solution assurance information Competitive Information
What others provide: Defect Support, “How To” information
Techline Supports ...
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How to raise a request to Techline? Primary access to Techline is electronic Eligibility: Partners with Value Package
Benefits: allows written assumptions and study results (files attachments)
– available out of working time
– allows forwarding the request to another specialist if needed
– automatically routed to, and picked by the first available skilled specialist
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““Assist Business Partners in delivering on demand Assist Business Partners in delivering on demand solutions through events, education, briefings, solutions through events, education, briefings,
and on-site and remote access to design, and on-site and remote access to design, benchmarking, porting and enablement services”benchmarking, porting and enablement services”
Achieve high overall customer satisfaction ratings
Ensure that each center has adequate skills, tools, and technology to meet the demands of our Business Partners
Drive Business Partners to enable on strategic IBM technologies in support of emerging business opportunities
IBM Innovation Centers (IICs)
On-Demand
On demandOn demand
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IBM Innovation Center Offering
Dev
elop
er R
elat
ions
Testing– IBM Innovation Center offers test environments for new functionality
IBM Product Consulting Proof of Concept
– Support for proof of concepts involving IBM middleware / hardware– Consulting regarding IBM products and hints/tips for coding, e.g. regarding performance, stability,
security Prototyping
– Support for generation of smaller prototypes including new IBM products / technologies Porting to IBM Platforms
– Technical support for portings to one or several IBM platforms Validation
– Testing of ISV solutions based on IBM middleware / hardware and open standards Integration
– Integration testing of ISV solutions in complex environment Performance / Scalability Testing
– Load tests and generation of sizing guidelines based on ISV solutions on IBM platforms
Innovation
Center
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IBM Innovation Centers in CEMA
Dev
elop
er R
elat
ions
IIC Bratislava (contact: Robert Lvoncik)
– http://www.developer.ibm.com/spc/bratislava.html
IIC Budapest (contact: Gabor Banyai)
– http://www.developer.ibm.com/spc/budapest.html
IIC Moscow (contact: Alexander V Ivanov)
– http://www.developer.ibm.com/spc/moscow.html
IIC Prague (contact: Jaroslav Straka)
– http://www.developer.ibm.com/spc/prague.html
IIC Warsaw (contact: Igor Zacharjasz)
– http://www.developer.ibm.com/spc/warsaw.html EMEA IIC Homepage (useful list of available classes and workshops):
– https://www.developer.ibm.com/spc/events/index.html
Innovation
Center
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IBM Software Group BP Compass
Skills Roadmap per brand/product and training recommendations
Easy Format (.xls) with most recent weblinks
Updated Version of the IBM Software Technical Support Handbook (April 2005)
Flyer for ISVs – how to get started with IBM Software (available via BPRs and Channel Mktg)
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Alpha and Beta ProgramsIBM Product Introduction Center
Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track
– Alpha Programs typically supported out of Partnerworld for Developers
– Beta Programs Participation extremely well received by BPs
– On Invitation from IBM only – via your local IBM Business Partner Representative
– IBMers: Subscribe to PIC and inform you partners on relevant betas
– Participation requires signature of non-disclosure for not yet announced code
– PIC supports Beta participants strongly
– (Technical) competitive advantage in BP ecosystem – gaining knowledge early
– Special recognition for Beta participants
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Make Winning for our Partners Personal
Any question ? Please drop me an email ! Renate Maier, [email protected]