Safer Planet Lab Services - Partner Services

© 2015 IBM Corporation

Safer Planet Lab Services

Partner Services Program

Peter Santoro [email protected]

WW Business Development LeaderJune 2015

mailto:[email protected]

© 2015 IBM Corporation2

Analytics Lab Services – Safer Planet

To drive faster adoption of

Safer Planet solutions through

our expertise, IP, tools and

mentoring in order to lead our

Clients to deployments, and to

increase IBM's market

presence and leadership.

Partner Services Program

To extend the Safer Planet

Mission to business partners

worldwide through sales and

technical enablement and

collaborative delivery of

solutions


Why Business Partners Should Work with Lab Services

Opportunities

Skills

Revenue

Software Deployments

Net New Software Opportunities

Client Success References


What value can our partners bring?

Market Access Thought Leadership

Special markets e.g. Police, Government, Banks

Local Language

Customer relationship, understanding priorities

Successful Delivery Setup and definition of solution

Integration of data and other products

Delivered alone, Software Services, GBS

License Selling Selling along with implementation

Expertise in linked products e.g. Security, Commerce

Customer asset management

Government contracts

Solution Development

Incorporation with your assets for resell

Hosting and management

Identifying customers who want to sell to their customers


Objective:

Identify Business Partners with domain expertise who can either Integrate, Resell or Bundle our Software within their own solution. Complementary services partners should be part of the Partner Services Program

Multi Pronged Approach to Partnering:

GSIs Act as Systems Integrator and major arm to our Safer Planet sales force, can also offer services, won’t resell software, strong influencer

Resellers Will resell Safer Planet software and often be the link to the client relationship, often will have domain expertise, will have Mid-Market and SaaS expertise

ASL Application Specific License partners will bundle Safer Planet software with their own solution and resell Safer Planet software

Tech Partners who offer specific solutions within industries but won’t resell, should be working with Lab Services for complex, FOAK, large engagements

Solution Generally relationship is established for technology sharing and very

specific expertise

Data e.g.. Dow Jones, Thomson, Reuters, Equifax who will offer

data subscriptions

Channel Strategy for Safer Planet


Why IBM Sellers Should Align Business Partners with Lab Services

• Create complementary offerings to meet client requirements

• Develop a differentiating and enduring Solution

• Drive more Revenue to IBM – Services and S&S

• Drive more $ to IBM software sellers through 2% TCV incentive

• Reduce troubled projects by staffing partner projects with IBMers

• Mitigate Project Risk by extending Lab Services’ ties to PLM to partners

• Increase the capacity and reach of Solution Sales & Services Delivery

• Accelerate deal progression

• Simplify the contracting and financing process for our clients

• Propose range of services e.g. Education (GTP), Support, Project Mgt

• Increase Routes to Market and add to the Analytics Solutions portfolio


Enablement

Workshops, Bootcamps, online training


Resources and Skills

Solutions Roles Software

i2 brand Solution Architects i2, ANB

CFM Developers SPSS

SCO Operations WebSphere

IVA Project Managers Cognos

Big Data SMEs Watson Content Analytics

Analytics ODM

DB2

Case Manager

Identity Insight

DB2

Tivoli


CFM Solution Architect Job Description


Offerings

Services Methodology


Offerings

Quick Starts, Reviews, Assessments, Custom Work Scope


Examples of Combined BP Offerings w/ Lab Services, many more

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www.Ultramatics.com

EY’s Counter Fraud, powered by IBM, is configured to

combine decades of EY’s investigative, forensic accounting

and industry-specific knowledge with the big data

computing intelligence and scalability of IBM.

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http://www.ultramatics.com/


Contact Information

Peter SantoroWW Business Development Leader

[email protected]

770-330-7195

Jacksonville, Florida USA

How I Can Help:

• Align Partners – Channel enrolments - Lead Sharing

• Work with partners to support software sales

• Meet with partners and clients to discuss services opportunities

• Facilitate partner Sales leaders with IBM Services Sellers

• Arrange for partner enablement

• Staff partners on lab services engagements

• GTM and generate leads at events

mailto:[email protected]


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Safer Planet Lab Services - Partner Services

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