IBM Keynote at XChange 2013

© 2013 International Business Machines Corporation 1

Leading with Higher Value Solutions to drive GrowthNeal Callahan

Vice President,

IBM Business Partners


Listening to our Business Partners


Delivering on channel commitments

IBM commits to greater field engagement. Aligns

more channel sales and technical resources to

Business Partners.

IBM commits to greater field engagement. Aligns

more channel sales and technical resources to

Business Partners.

IBM adds more than 400 Managed

Service Providers (MSPs) to

partner ranks.

IBM adds more than 400 Managed

Service Providers (MSPs) to

partner ranks.

Improved Deal Registration special

bids turn around time with goal under

24 hours.

Improved Deal Registration special

bids turn around time with goal under

24 hours.

IBM Business Partners attend

Edge2013 in record numbers

with clients.

IBM Business Partners attend

Edge2013 in record numbers

with clients.

IBM takes steps to eliminate channel

conflict with enhanced channel

neutral sales plan across STG.

IBM takes steps to eliminate channel

conflict with enhanced channel

neutral sales plan across STG.

IBM Business Partners generate 1,000+ client wins

leveraging Mid-Market Co-Marketing in 1H 2013 in

North America.

IBM Business Partners generate 1,000+ client wins

leveraging Mid-Market Co-Marketing in 1H 2013 in

North America.

IBM enhances Business Partner profitability through

minimum margin offerings.

IBM enhances Business Partner profitability through

minimum margin offerings.

IBM expands distribution strategy with Tech

Data & Ingram for IBM Power and Enterprise

Storage.

IBM expands distribution strategy with Tech

Data & Ingram for IBM Power and Enterprise

Storage.


A shift toward transformation, growth and innovation

A new era of computing is emerging . . .

Developing relationships to Line of Business Buyers

Serving new clients

Developing relationships to Line of Business Buyers

Serving new clients

which means clientsare changing . . .

Delivering higher value solutions for client success

Expanding business into Managed Services

Delivering higher value solutions for client success

Expanding business into Managed Services

Investing in new practice areas: Cloud, Big Data, Mobility

Focusing on developing deeper industry skills

Investing in new practice areas: Cloud, Big Data, Mobility

Focusing on developing deeper industry skills

which demands a new kind of expertise.


Technology is the leading force for impacting business

Explosion of Mobile Devices

Infrastructure Optimization – Cloud Computing

Growth of Social Media

Advanced Predictive Analytics

Real-time Sensor Data

Cyber Security

Business Optimization

+Big Data

Business Optimization

+Big Data


SoftLayer advances IBM’s cloud strategy

Leading IaaS Provider Offering virtualized public cloud instances, private cloud deployments, bare metal servers

13 Data Centerswith 100,000 Servers and 22,000,000 domains, sales reps in the US, Amsterdam and Singapore

21,000 Customers, 800 Partnersrunning SaaS, mobile, gaming, social media, HPC, web hosting, internet centric applications and more

Web-based Sales sold in US English, US $ Pricing, Credit Card / PO


What does SoftLayer offer IBM’s Business Partner ecosystem?

SoftLayer-Aligned IBM-AlignedHosting Reseller

ReferralStrategic Partner

Distributor MSP SaaS ISV SI

Continued investment in foundational technology

Global reach

Access to an ever-expanding cloud portfolio

An expansive channel program in IBM PartnerWorld with benefits and programs to grow business

Access to services that can be integrated into aggregation portal

Expansive APIs to build out innovative solutions across public, private and hybrid cloud

New capabilities including bare-metal servers to support performance-intensive applications in the areas of mobile, social, gaming, analytics and much more…

Establish or advance position of trusted advisor engaging innovative clients large and small


Partner in Action


We are transforming the way we work with you

• Expand market presence and accelerate growth

• Generate and pass quality leads for Business Partners

• Develop new opportunities in strategic solutions including Cloud, Analytics, and Mobility

Expanding Partner Opportunity

Enhancing Field Engagement

• Drive Business Partner growth and productivity through expanded coverage model

• Deploy technical, sales and partner relationship resources to enhance field engagement

• Expand IBM Systems & Technology sales resources committed to supporting and driving transactional activity

Improving the Partner Experience

• Define, design, transform and optimize programs and incentives that improve simplicity for BPs and IBM

• Drive a consistent, structured enablement framework

• Continue to enhance our processes and tools including deal registration and order management


Engaging our Business Partners at the local level

• Aligning IBM Systems & Technology sales and technical resources for field engagement with our IBM Business Partners

• Delivering greater skills and capabilities to our IBM clients and prospects

• Enhancing our Partner and Client experience


Now is the time to team with IBM

• IBM’s commitment to higher value solutions– SoftLayer: www.softlayer.com/partners– New skills and education through IBM

PartnerWorld University– New software capabilities

• Industry-leading technology and strategic road map

• Attractive incentives and margins• IBM Global Financing for growth solutions• Field-level engagement and technical

support


Thank you!

IBM Keynote at XChange 2013

Technology

Transcript of IBM Keynote at XChange 2013