IBM PartnerWorld

© 2009 IBM Corporation

Put the power of IBM behind your business

Greater innovation. Sustained strength. Improved access to a world of opportunity.

IBM PartnerWorld

ibm.com/partnerworld


IBM PartnerWorld

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Agenda

Marketplace Dynamics

Why team with IBM?

Smarter Planet

PartnerWorld Program

Benefits

Summary and Call to Action


IBM PartnerWorld


Marketplace dynamics

Customers are: Making technology decisions around solutions Selecting single providers for IT solutions and services Relying on GSIs, RSIs and ISVs

The IT Market is: Growing significantly in SMB Moving to Business Partner models that provide more

complete solutions Driving alliances, mergers, acquisitions to compete and

deliver full-service offerings

IBM is: Leading the market with its vision of a smarter planet Enabling you with offerings to help you adapt and thrive in

this market environment Continually enhancing and investing in PartnerWorld, the

award-winning program for IBM Business Partners


IBM PartnerWorld


Why team with IBM?


IBM PartnerWorld


IBM is committed to our Business Partners for the long term.

Working together is critical to success for both of us

IBM is invested in your success. When you do well, we both win.

We back you with dedicated offerings for the midmarket, direct

support, financing, incentives, enablement tools and much more.

We’re making our relationship smarter

We’re working on numerous initiatives to make it easier to do

business with IBM

Expanded support from local IBM industry experts in the field

New co-marketing model

Rules of engagement

Integrated lead management system

Investment in demand generation

Attractive, simplified incentive program

Competitive pricing


IBM PartnerWorld


Business Partner Charter Six guiding principles

1. IBM Business Partners are vital to IBM’s business.

2. Our relationship is a collaboration of equals.

3. We invest in IBM Business Partners’ success.

4. We strive to provide the industry’s best Business

Partner experience, in all respects.

5. We work with our Business Partners to seize the

opportunities presented by a smarter planet.

6. We ground our relationships in the core values

of IBMers.


IBM PartnerWorld


PartnerWorld – Sustained industry recognition

IBM PartnerWorld has won hundreds of major channel-related industry awards around the world, including top distinctions like:

• VARBusiness ARC Awards;

• CRN Channel Champion Awards;

• VARBusiness 5-Star Partner Program Awards; and

• VARBusiness Tech Innovator Awards.


IBM PartnerWorld


Why team with IBM?

When you team with IBM, you are not

only better equipped to uncover

opportunity and to find new avenues of

growth, but also to better satisfy

Client requirements for innovative, end-to-end

solutions – and to serve as their trusted,

strategic partner.


IBM PartnerWorld


Our relationship is a win-win-win – for clients, Business Partners and IBM alike.

Both sides have distinct strengths

You know your clients better than anyone and have focused, local expertise.

IBM brings leading technology, deep industry knowledge and global reach.

Putting the two together yields unique value –

everybody wins

Clients get the best of both worlds... a trusted local partner and the power of IBM, with personalized client experience marked by high-touch concierge service.

Business Partners get access to a portfolio of IBM offerings

designed for the midmarket, plus a toolkit full of education and

enablement resources, plus incentives that help drive profit.

IBM gets direct access to mid-sized clients through highly

capable partners that deliver unique value-add.


IBM PartnerWorld


Smarter Planet


IBM PartnerWorld


A vision of a smarter planet…

In this environment, collaboration is

crucial. Innovation is essential. Reach is

required. Strength and endurance are

necessary to invest in, build and sustain

leadership. And the vision to see –

and create – a smarter future and more

intelligent solutions are equally

important.


IBM PartnerWorld


A smarter planet can’t be built alone

IBM Business Partners around the world play a critical role in building a smarter planet. By providing leading midsize companies with groundbreaking solutions that improve efficiency, accelerate ROI and do more with less, Business Partners are helping smaller companies level the playing field. And that’s increasingly important in a world where ideas trump resources.

Together with IBM, Business Partners are applying this expertise to work with innovators of all sizes, across every industry, to address just about any size problem, task or workload.


IBM PartnerWorld


What is PartnerWorld?


IBM PartnerWorld


What is IBM PartnerWorld?

IBM PartnerWorld is an award-winning,

global program designed to help our

Business Partners increase demand,

grow their business, and improve

profitability.

IBM invests more than $2.5 billion a year in Business Partners, including resources extending across the sales cycle in:

• Marketing • Selling • Technical• Training• Collaboration• Solutions


IBM PartnerWorld

PartnerWorld Levels

Demonstration of significant achievements Delivers exclusive Premier benefits Requires 30 point attainment

Recognition for achievement Delivers additional Advanced benefits Requires 10 point attainment

Introduction to the IBM portfolio Simple to join, NO fee required Provides extensive resources and benefits in 5 areas: Marketing, Selling, Technical Support, Training, Collaboration

Premier

Advanced

Member

Specialties Specialized skills Unique benefits


IBM PartnerWorld

Addressing these key market trends Simplifying structure Focusing on rewarding skills Adding high value benefits Improving Web experience

Enhancing the PartnerWorld program

PartnerWorld Delivers

Business PartnersNeed

Competitive differentiation Broader and deeper skills Deeper relationships at higher levels with

customers, leading to… Higher margins / improved profitability


IBM PartnerWorld

PartnerWorld streamlined: Four consistent criteria

Skills Revenue Client References

Customer Satisfaction

Consistent criteria used for PartnerWorld level advancement, authorization, and access to benefits

Additional categories

recognized for credit

Midmarketaccelerator

Now weighted to reflect

depth of skills

Verified Solutions

Recognizes experience with credit

Focus continues

(unchanged)


IBM PartnerWorld


The PartnerWorld portal: The entrance to opportunityThe PartnerWorld web site is

your single point of access to a

wealth resources and benefits

available to you as an IBM

Business Partner.

Getting started on PartnerWorld

1. Register your company (first time

company entry only)

2. Register for IBM ID (individual)

3. Add yourself to your company profile

ibm.com/partnerworld/au


IBM PartnerWorld


Membership Support

PartnerWorld Contact Services


Ph: 1800 637 713 (AU)

or email [email protected]


IBM PartnerWorld

Join PartnerWorld & Subscribe to BP Newsletter Subscribe to BP Newsletter:

ibm.com/partnerworld/partnertools– Employee Profile

Select Update your Personal Information & Communication Preferences


IBM PartnerWorld


PartnerWorld Benefits


IBM PartnerWorld

Campaign Designer

An all-in-one tool for Business Partners to create Direct Mail and eMail for effective

Demand Generation.


Generating Demand

Where do I find it?

ibm.com/partnerworld/campaigndesigner

What is it?

Direct Mail / eMail – All in ONE TOOL

Web based application – easy to use

Integrated Tool to create Postcards, Flyers, Self mailers,

Invitations and eMail

How will it help me?

Provides a low-cost solution for all your Demand Generation

needs.

Aligned with creative templates leveraging IBM Brand and

Solution Offerings.

Designed to take the complexity out of Direct Mail and eMail

creation.

Provides eMail blast capability and links to negotiated print

vendors.

Provides complimentary marketing materials available for

download

What is it?

Direct Mail / eMail – All in ONE TOOL

Web based application – easy to use

Integrated Tool to create Postcards, Flyers, Self mailers,

Invitations and eMail

How will it help me?

Provides a low-cost solution for all your Demand Generation

needs.

Aligned with creative templates leveraging IBM Brand and

Solution Offerings.

Designed to take the complexity out of Direct Mail and eMail

creation.

Provides eMail blast capability and links to negotiated print

vendors.

Provides complimentary marketing materials available for

download


IBM PartnerWorld


Campaign Designer – Demand Generation made easy!

Create compelling

- e-Mails

- Postcards

- Flyers

- Self-Mailers

- Invitations

- PLUS have

access to

valuable

Downloads &

Print Ad

guidance!


IBM PartnerWorld


IBM Web Content Syndication

Why do you need it? Generate leads and accelerate sales by enhancing the power of your company's Web site with key IBM marketing assets and without the expense of a technical resource

What is it? Turnkey delivery of IBM product content directly to your Web site from ibm.com, updated automatically

www.ibm.com/partnerworld/syndication

Who is Eligible? All IBM Business Partners who are registered members of PartnerWorld


IBM PartnerWorld


Advantages of Web Content Syndication

Easy to implement…less than 1 hour

No ongoing maintenance required

– Content is updated and refreshed automatically

– Save web & support costs

Customized for your Web site

– Receive only the products and services that you offer

Leverage IBM’s vast content on your Web site!

Keep prospects on your Web site

It’s FREE!


IBM PartnerWorld


BP LOGO

The primary role of the Business Partner emblems is to authenticate and endorse our

Business Partners in the minds of their clients. They validate our channel relationships, and

represent access and a connection to IBM.

To access the Standard Business Partner Logo or the Premier Business Partner Logo, visit

www.ibm.com/partnerworld/au

Select “Marketing Resources and Tools” located on the left Nav under the “Marketing”

heading

Under “Execute” heading, scroll to “Marketing Tools” and select “Emblems, logos, and

guidelines

A Guideline is available to assist appropriate usage

BP LOGO

The primary role of the Business Partner emblems is to authenticate and endorse our

Business Partners in the minds of their clients. They validate our channel relationships, and

represent access and a connection to IBM.

To access the Standard Business Partner Logo or the Premier Business Partner Logo, visit

www.ibm.com/partnerworld/au

Select “Marketing Resources and Tools” located on the left Nav under the “Marketing”

heading

Under “Execute” heading, scroll to “Marketing Tools” and select “Emblems, logos, and

guidelines

A Guideline is available to assist appropriate usage


IBM PartnerWorld

Know Your IBM (KYI) Program - 2010

KYI Sell & Win Reseller & Distributor reps will accrue points as they complete on demand and cutting edge learning modules. There are two levels in Learn and Earn

– Level 1 - Those who have competed 6 quick learn modules - no points awarded– Level 2 - Any additional modules completed will earn 20 points per module*

*A minimum of 6 learning modules must be completed before any KYI points can be redeemed.

KYI Sell & Win IBM reseller reps will accrue points based on sales of IBM products KYI members upload sales to the KYI website and are awarded set points per product sold Unlimited point earning capability Bonus ‘White Space Points’ for selling System Storage & Power products into new IBM accounts Bonus points for attaching Storage to any ServerThe KYI annual recognition event “Byron Bay” November 2010 The top performing IBM Business Partners across A/NZ will be recognized for their outstanding achievement in KYI Reseller positions will be awarded based on learning and selling performance in KYI Distributor/IBM positions will be awarded by IBM/Partner management Positions are available to IBM Hardware, Services, Marketing & Finance Business Partners across A/NZ

What is KYI? - IBM's reward program designed specifically to recognise IBM partners for their loyalty and support. - Like frequent flyer program partners will accrue points for learning about & selling IBM products.

KYI consists of two main areas: “Sell & Win” & “Learn & Earn”What is KYI Sell & Win?IBM reseller reps will accrue points based on sales of IBM products

What is KYI Learn & Earn?Reseller & Distributor reps will accrue points as they complete on demand and cutting edge learning modules.


IBM PartnerWorld

Know Your IBM (KYI) Program - 2010

Register with KYI To register with KYI you need to be a member of PartnerWorld and have an IBM PartnerWorld ID If you are not a member (or creating a new membership) of PartnerWorld you need to register

– Register with IBM PartnerWorld --> ibm.com/partnerworld/au If you are already a member of PartnerWorld

– Go to the Know Your IBM site and enter your IBM id and password. ibm.com/partnerworld/knowyouribm– You will require your Token key, which can be provided by the BP’s APA or contact PWCS for assistance– When you enter the site for the first time you will be a guest user until management approval is received.

Need help If you have any problems with your registration or require help, please contact PWCS by phone, Australia 1800-637-713, New Zealand 0800-44-4714,

or email: [email protected] Password If you have forgotten your password, you can reset your password here. --> ibm.com/partnerworld/knowyouribm and click “Forgot your Password?” If you have forgotten your security answer please email [email protected] with your full name and username (email) and ask them to reset your

password for PartnerWorld and KYI. Update your profile Visit ibm.com/partnerworld/knowyouribm and click “My IBM registration” on the left Nav bar and then “My IBM profile” located on on the left Nav bar

Who is eligible for KYI?- IBM Resellers - Sell & Win + Learn & Earn + Recognition event- IBM Distributors - Learn & Earn + Recognition event- IBM - Learn & Earn (No reward points)

Where is KYI? How do I become a member? - KYI is part of the IBM PartnerWorld website. To register, complete learn modules and to register deals visit: http://www.ibm.com/partnerworld/knowyouribm


IBM PartnerWorld

Software Value Package Benefit for Software Licenses & Training Reimbursement

Fee-based bundle of high value benefits including :

– IBM Software Licences

• Demo & evaluation• Development & testing• Internal training• Run Your Business Use*

– Education reimbursement,– Presales & predeployment technical support

Designed to help your company build IBM product skills by reimbursing some or all of your tuition and test fees when you achieve eligible certifications

IBM strongly recommends you purchase the Value Package and take advantage of this rich set of benefits offered at an annual fee of $2,000 USD

How much is reimbursed is determined by yourmembership level $USD*. Or $6,000 USD per individual.

* Please note: There will be a change occurring in Q2 with the reimbursement levels

Which courses are included and How to Claim? PartnerWorld website updates the courses included in the

program each quarter. Please refer to the eligibility certifications with corresponding courses and exam #’s. Reimbursement is approved for eligible courses only.

Steps to reimburse are included in the PartnerWorld website.


IBM PartnerWorld

Express Selector Plus Tool

An enablement tool created for IBM Business Partners.

Express Selector Plus will help you produce quotations for a range of System X and related products to send to your customers and your IBM Distributor.

Using Express Selector Plus you will be able to check the availability of stock and pricing in the Distribution Channel of the products you need!


IBM PartnerWorld

Select from - Featured Systems - Featured Storage Solutions - or Special Offers

Also view stock availability, Extended specifications and Build this system


IBM PartnerWorld

Build your System by selecting your model and adding options.

Once completed, it will show you a summary page


IBM PartnerWorld

Summary page - Allows you to review your configurations and the option to save


IBM PartnerWorld

Systems Connect eXpertBenefits :

Easily access and navigate to the key content you need to sell System X, BladeCenter and entry-Storage solutions

Track your certification progress

View Sales & Technical Roadmaps

Refer to Sales & Technical Education Pools - Web lectures aligned with current IBM marketing initiatives

See What's new! - New or updated web lectures and certification tests, new products

Refer to the Techline System x Repository, which provides fast access to key sales and technical materials.

Link to other helpful content such as: - SmartZone Business Partner Guidebook Know Your IBM Top Gun Resources


IBM PartnerWorld

Systems Connect eXpert – Program Overview

To maintain skills currency

We suggest that at least two lectures be taken each half year at a minimum. The lectures in the Sales and Technical Education Pools will develop your knowledge of the key initiatives that IBM is driving into the marketplace. When you deliver the same messages to your clients that IBM is driving we all win


IBM PartnerWorld

Systems Connect eXpert – Sales/Technical


IBM PartnerWorld

SuperSeller & System x SuperSeller Premium Rebate Program

is for our contracted IBM Business Partners who purchase IBM System x, System POWER, System Storage and Point of Sale (POS) products from authorised IBM Distributors.

You can earn a rebate from IBM when you purchase IBM products from an authorised IBM Business Partner Distributor and sell to an End User Client. After you have purchased the base amount you will begin to earn higher percentage rebates as your sales increase.

The rebate paid is calculated by multiplying the purchase price of the eligible IBM Brand sold during the month by the percentage in the tables below. Eg. If you purchased $ 20,000 (ex GST) of POS in a month you would attract a 1% rebate $20,000 (ex GST) x 1% = $ 200 (ex GST) rebate. If you were to purchase $ 60,000 (ex GST) you would qualify for the 1.5% rebate and earn $ 900 (ex GST).

Rebates will be tracked monthly and paid to you quarterly. All dollars are in AUD and excludes GST


IBM PartnerWorld

SuperSeller & System x SuperSeller Premium Rebate Program


IBM PartnerWorld


Learn more about PartnerWorld:

PartnerWorld Web site

ibm.com/partnerworld

Not a member? Join PartnerWorld

ibm.com/partnerworld/partnertools

PartnerWorld University

ibm.com/partnerworld/pwu

Know Your IBM (KYI)

ibm.com/partnerworld/knowyouribm


IBM PartnerWorld


Next steps

Update and maintain your individual and firm PartnerWorld profileibm.com/partnerworld/partnertools

Create a personalized subscription to PartnerWorld News and opt-in to receive tailored e-mail communications

ibm.com/partnerworld/au News and announcements Newsletters

Familiarize yourself with the many PartnerWorld benefits and resources to findthose most relevant to you


Use the Marketing benefits to generate opportunityibm.com/partnerworld/marketing

IBM PartnerWorld

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