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Slide 1: Overview for IBM Business Partners/Internal Sellers Fall 2009 IBM and Business Partners Serving midsize companies © 2009 IBM Corporation
Slide 2: IBM and Business Partners: Serving midsize companies Agenda  How to capitalize on the IBM smarter planet initiative  New offerings to help you capture opportunity  Tools, resources and incentives for Business Partners 2 © 2009 IBM Corporation
Slide 3: IBM and Business Partners: Serving midsize companies The smarter planet agenda and our Business Partners Dittrich and Partner Consulting, an IBM Business Partner, helped implement a solution that dynamically and rapidly generates new statistical information for sports statistics provider IMPIRE AG. How can you help turn information into intelligence? 3 © 2009 IBM Corporation
Slide 4: IBM and Business Partners: Serving midsize companies We are all helping to build a smarter planet. Are you ready? We’ve been talking about the IBM view of a smarter planet for several months; today, those conversations are bearing fruit. You and your customers are not only at the center of the smarter planet, you’re helping to create it. It’s a tangible reality and it’s happening now. Are you ready to help build a smarter planet? Turn the idea of a smarter planet into results with: New resources and tools that help drive sales in today’s marketplace. Fresh insight and thought leadership. New offerings focused on what your customers need – business intelligence, smarter processes, new delivery models and more. 4 © 2009 IBM Corporation
Slide 5: IBM and Business Partners: Serving midsize companies NEW resources for Business Partners Resource Offerings Enablement  New and refreshed Express offerings  New advertising campaign info  New/refreshed sales kits (for Cognos, if already a Software ValueNet Partner for Cognos, go to Cognos Express ; otherwise, learn how to become a Cognos Partner)  ROI calculator for virtualization/green  Smarter Planet midmarket reference guide Incentives Thought Leadership  New BP and SWG sales incentives  New insight for midsize companies and smarter planet  PartnerWorld Communities Midmarket Business Partner blog Education  Updated industry profiles for Healthcare and Industrial Action you should take  Click to see the new offerings for Fall 2009.  Leverage assets to spark new client conversations  Use the sales kits to generate demand for highlighted offerings  Capture client information to help target proposals  Prove to your clients that these solutions work to make a difference for midsize companies  Continue to drive awareness and build your pipeline  Download Inside the Midmarket: A 2009 Perspective and learn about midsize company decision drivers  Get insights from the IBM team and PWEA resources that drive new opportunities  Learn about industry purchase drivers and where stimulus dollars are going  Updated profiles for  Learn about industry spend, get qualifying telemarketing collaboration, SOA, info mgmt, security and business continuity questions, discover how to overcome objections 5 © 2009 IBM Corporation
Slide 6: IBM and Business Partners: Serving midsize companies New IBM market intelligence, driven by our unique insight The IBM 2009 Global CIO Study showcases our latest insight:  Business intelligence leads the list of technology priorities – Nearly two-thirds of all midsize companies are looking for new and better ways to use information – 58 percent of midsize company CIOs are focused on turning that data into insight and actionable information  Over the next five years, 70 percent of midsize company CIOs expect to implement emerging technologies, such as cloud computing and SaaS According to Inside the Midmarket: A 2009 Perspective (download here), well over half of midsize businesses say they need a business partner who can:  Help them work smarter  Build an infrastructure to support their growing business  Identify ways to use the information they have to make better business decisions 6 © 2009 IBM Corporation
Slide 7: IBM and Business Partners: Serving midsize companies Building a smarter planet takes a special kind of capability For midsize businesses to succeed, they need the ability to:  Turn information into insight  Deploy smarter processes  Become more flexible and agile We can provide all this and more. For Fall 2009, we have many important new offerings that leverage the idea of a smarter planet to help drive your sales. Here are two that speak to the need for intelligence and smarter processes:  IBM Cognos Express is the first and only integrated, one-stop business intelligence and planning solution purpose-built to meet the needs of midsize companies.  IBM Mashup Center makes it easy for midsize businesses to combine information from diverse sources in entirely new ways to unlock new business value. 7 © 2009 IBM Corporation
Slide 8: IBM and Business Partners: Serving midsize companies The smarter planet idea is gaining traction With your help, our joint customers are becoming the engines of a smarter planet. Engagements like these are proof of how the smarter planet initiative is paying off for Business Partners. To see more evidence of smarter midsize businesses, go to ibm.com /engines Protecting the public with a smarter supply chain  IBM Business Partner: Direct Systems Support – provided the IBM System x® servers for the solution  Customer: Golden State Medical Supply  Solution: A sophisticated RFID- and barcode-based, track-and-trace system to follow pharmaceuticals throughout the entire supply chain in compliance with California law  Benefit: Improves public safety by preventing counterfeit drugs from entering the supply chain Passing along the savings  IBM Business Partner: APC – provided its InfraStruXure architecture to create an energy- and space-efficient solution  Customer: Bryant University  Solution: IBM Scalable Modular Data Center that optimizes energy efficiency through standardization, consolidation and virtualization  Benefit: Cooling costs cut by almost half; savings redirected to student education 8 © 2009 IBM Corporation
Slide 9: IBM and Business Partners: Serving midsize companies Express Advantage Offerings Fall 2009 IBM Business Partner Brookstone Technologies designed a workforce management solution for utilities service provider Alinta that manages and shares valuable business knowledge. How can you find ways to work smarter? 9 © 2009 IBM Corporation
Slide 10: IBM and Business Partners: Serving midsize companies The capabilities businesses need for a smarter planet New Intelligence The challenge: Get a handle on the exploding volume of information and turn it into insight that can help optimize performance and drive smarter business outcomes. Why customers need it: Business intelligence yields knowledge, and knowledge is power. This deeper understanding can help differentiate your business in both good times and bad. Smart Work The challenge: Midsize companies face new business and process requirements, and evermore demanding customers. Smart Work turns insight into action to generate business value. Why customers need it: Building an agile business optimized for change can help drive better business outcomes, delivering value more quickly and improving competitiveness. Dynamic Infrastructure The challenge: Connect IT and business goals, and deliver superior business and IT services with agility and speed – all while reducing costs. Why customers need it: An optimized, flexible, advanced and dynamic infrastructure forms the foundation of initiatives that allow midsize businesses to thrive on a smarter planet. Green and Beyond The challenge: Environmental costs are already high and bound to rise further. Efficiency – in terms of both environmental impact and the cost of business – has never been more important. Why customers need it: Green is not a fad. It is a business imperative. Not only is going green the responsible thing to do, it carries significant cost benefits that impact the bottom line. 10 © 2009 IBM Corporation
Slide 11: IBM and Business Partners: Serving midsize companies Making a smarter planet New Intelligence and Smart Work New Intelligence gives you insight. Smart Work provides a process framework to act on insight. Dynamic Infrastructure and New Intelligence Dynamic Infrastructure helps you create and integrate information. New Intelligence turns information into understanding. Green and Beyond and Dynamic Infrastructure Green and Beyond adds cost effectiveness and efficiency. Dynamic Infrastructure optimizes utilization. Dynamic Infrastructure and Smart Work Dynamic Infrastructure adds flexibility and agility. Smart Work leverages it to drive business value. 11 © 2009 IBM Corporation
Slide 12: IBM and Business Partners: Serving midsize companies New Intelligence + Smart Work: Insight that drives results New Intelligence gives you insight. Smart Work Smart Work provides a process framework to act on insight. IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now?  Make smarter business decisions  Information management is your top priority*  Gain insight and create value faster  Differentiate yourself from the competition  Drive revenue and save money New Intelligence offerings for September 2009:  IBM Cognos Express Reporter  IBM Cognos Express Advisor  IBM Cognos Express Xcelerator IBM helps you work smarter, supported by flexible and dynamic processes Smart Work: Why act now?  Make the best use of resources  Midsize companies are focused on: – Efficiency – Connecting with customers – Improving decision-making – Anticipating/responding to market trends* Smart Work offerings for September 2009:  IBM LotusLive Engage  IBM Mashup Center 12 *IBM Midmarket Thought Leadership Survey, June 2009 © 2009 IBM Corporation
Slide 13: IBM and Business Partners: Serving midsize companies Putting new sources of information to work New Intelligence IBM Business Partner: Applied Analytix – provided key knowledge transfer to enable the customer to make better use of its IBM Cognos investment Customer: Fresh fruit and vegetable producer Sun World International Solution: Expansion of existing Cognos system to include Web reporting and a very informative portal to analyze key operational details Benefit: Sun World is now able to look at the operating efficiency of harvesting and crops, and do more detailed cost analysis much faster and more easily. Raw data is loaded from general ledger systems directly into IBM Cognos with the click of a button. Compared to the former method of using Microsoft® Excel®, the new solution represents a major reduction in reporting effort – from a full day’s work for three people to mere minutes. Smart Work 13 © 2009 IBM Corporation
Slide 14: IBM and Business Partners: Serving midsize companies New Intelligence + Dynamic Infrastructure: Integration and insight New Intelligence turns information into understanding IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now?  Make smarter business decisions  Information management is your top priority*  Gain insight and create value faster Dynamic Infrastructure integrates information IBM helps with an infrastructure portfolio that improves utilization and reduces core costs Dynamic Infrastructure: Why act now?  Midsize companies have server utilization rates under 15 percent** and spend 80 percent of IT budgets on keeping infrastructure up and running*** Offerings for September 2009:  IBM Storage Optimization and Integration Services – transformation strategy – rapid  IBM System Storage DS5020  IBM SurePOS 500 Express (refresh) 14 *IBM Midmarket Thought Leadership Survey, June 2009 **Aberdeen Group, 2009 ***IBM study, June 2008 © 2009 IBM Corporation
Slide 15: IBM and Business Partners: Serving midsize companies Gathering new information about customer behavior New Intelligence IBM Business Partner: it-werke Technology GmbH – provided the biometric technology for the solution Customer: German clothing retailer Gewandhaus Gruber Solution: A fast and efficient system that enables customers to make payments using fingerprint readers based on it-werke’s digiPROOF technology, deployed on IBM Anyplace kiosks Benefit: By making the shopping experience easier, faster and more appealing, Gewandhaus Gruber encourages use of the new, flexible infrastructure solution and its associated loyalty program. Automated tracking of customer purchases and buying behavior generates new business intelligence for the retailer, enabling it to create new, more targeted marketing programs. Dynamic Infrastructure 15 © 2009 IBM Corporation
Slide 16: IBM and Business Partners: Serving midsize companies Why buy this: Cognos Express is the first and only integrated reporting, analysis, planning, budgeting and forecasting solution purpose-built and priced for midsize companies. IBM Cognos Express Client Profile: GB midsize companies that primarily use Excel or Crystal Reports and don’t have a data warehouse or company-wide BI strategy. This segment has a lower penetration of BI and the highest growth rates. Also appropriate for departments, divisions or subsidiaries of larger enterprises that share the same characteristics and needs as midsize companies. Pain Points  Business users don’t have access to the information they need to make better decisions  Backlog of reporting and information access requests into IT  Limited IT resources, BI expertise and budgets  According to a recent Accenture survey: • 47 percent of users don't have confidence in their information • 59 percent say they missed information they should have used • 42 percent of managers use wrong information at least once a week Offering Summary  A one-stop business intelligence and planning solution purpose-built for midsize companies.  Delivers all essential reporting, analysis, dashboard, scorecard and planning capabilities that midsize companies need at a price they can afford. Users can analyze data in a business context and quickly gain insight into company performance and trends.  Provides consistent, reliable information for better, faster decision-making to manage costs, drive profitability and increase growth. What makes this offering unique?  Contains everything needed in one preconfigured solution.  Can be deployed in a matter of minutes and plugs into existing infrastructure with minimal impact – requires no additional software.  Easy-to-use, self-service access to empower business users.  Business users can get the reports and analysis they need without relying on the IT staff.  Easy to buy; rapid ROI. Get started with just one or two capabilities to realize immediate value, then add others according to project needs, resources and budget. Pricing/Typical Project:  With special promotional financing rates you can now get Cognos Express for less than $25 per user/month, subject to IBM Global Financing approval  Typical project = 20 reporting seats = US$22,000; or 10 reporting seats and 5 planning seats = US$32,000.  Entry level pricing = starting at US$12,500 (US$12,000 plus US$500 per named user for reporting) Availability: English, French, Spanish, Portuguese, Italian, German, Japanese, Chinese (Traditional), 16 Chinese (Simplified), Korean Key CFO Message Build the BI and planning capabilities you need according to your project needs, resources and budget – and realize immediate business value. Cognos customers report 100-1800 percent payback in just 1-7 months. Conversation Starters  Do your employees have accurate information to make business critical decisions?  Is there a backlog of IT information requests?  Can you consistently answer: How are we doing? Why? What should we be doing?  Do you worry about the risk of using Excel only for planning and analysis? Quick Facts  Provides essential reporting, analysis and planning purpose-built and priced for midsize companies  Easy to install, use and buy.  Try and Buy available. © 2009 IBM Corporation
Slide 17: IBM and Business Partners: Serving midsize companies LotusLive Engage Offering Summary  An integrated suite of cloud-based collaboration tools that combine social networking with Web conferencing and collaboration capabilities delivered as software as a service (SaaS).  Lets clients build an online social network around the Web meeting experience. What makes this offering unique?  Cloud-based service means no software to install, manage or support  Optimized for businesses with limited or no in-house technical resources. Helps to dramatically cut bottom-line costs associated with travel. Client Profile: Midsize companies who desire a project-based environment with dispersed teams – inside and outside their firewall – and who need to quickly locate and team with colleagues who have the right background and expertise. Additionally, those companies who seek to minimize their IT resource expense or to expand their existing on-premise solutions by utilizing a Software as a Service offering. Pain Points  Collaboration beyond the firewall – effectively collaborating with customers, partners and vendors outside of your organization  Lack of internal resources to deploy and manage collaboration infrastructure, need to support globalization and boundary workers  Having incorrect/outdated information when engaging with customers, partners or teammates, too much time looking for the right person or content Pricing/Typical Project: Pricing: Midsize customers –US$46/user/month based on paid up-front, 12 month minimum term. Additional volume discounts may apply. Availability: Worldwide in English now, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese, Korean, Simplified Chinese versions of the service are schedules to be available in October. Why buy this: Tap into the potential of social networking with a secure, businessoriented platform. Key CFO Message Delivered as a service, LotusLive Engage can replace fixed costs with variable expense and greatly lower upfront investment while lowering your company’s travel costs. Conversation Starters  Does your company have a high need for collaboration in the extranet?  What tools do you use for team collaboration and content sharing?  What happens when your project or department teams have a hard time finding the latest information?  Does your company need secure global access to projects and files inside and outside the firewall? Quick Facts  Store and share your files with worldclass security. Use a web browser to access your files from anywhere.  Host a Web meeting via a personalized, always ready, on-demand meeting room.  Break out of your inbox to streamline your work with others and start your 30 day trial TODAY! © 2009 IBM Corporation 17
Slide 18: IBM and Business Partners: Serving midsize companies IBM Mashup Center Client Profile: CIO, CTO, VP/Director of IT interested in reducing the IT application request backlog and who wants to help lines of business make more innovative, accurate and timely tactical and strategic decisions. Pain Points  Economic slowdown is resulting in greater demands on lines of business to make better, faster, innovative decisions  Existing ad-hoc spreadsheet analysis in combination with data pulls from business apps need to be replaced with contextual IT applications that can bring all departmental and enterprise data together for more innovative and faster decisions Offering summary: Provides an enterprise mashup builder that provides rich data and Web page assembly without coding effort. Allows end users to work smarter by creating ad hoc business applications to respond quickly to business needs. What makes this offering unique?  Provides means to browse, unlock and transform internal and external data and quickly surface that data to a rich, dynamic Web 2.0 application with security, reliability, governance and performance.  Enables mashups to be built in record time. Pricing/Typical Project: IBM Mashup Center Per 20 Authorized Users US$2600 or IBM Mashup Center Per Value Unit US$440 Availability: Worldwide now (as of the September release) in English, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese, Korean, Simplified Chinese Why buy this: Make more efficient use of information by combining it in new ways. Key CFO Message Customers can derive 100 percent ROI within three months Conversation Starters  How is the slowing economy affecting your corporate IT spending and IT budget?  What is the size of your IT application request backlog and how do you intend to address this problem?  Given lowered IT budgets, what metrics and methodology do you use to manage and prioritize the IT application request backlog? Quick Facts  IBM Mashup Center White Paper  It’s that easy! See the demos  Wiki containing Technical Resources 18 © 2009 IBM Corporation
Slide 19: IBM and Business Partners: Serving midsize companies IBM Storage Optimization and Integration – transformation strategy – rapid Offering Summary  Provides midsize companies with a detailed remediation roadmap to help them identify the roots of their complexity and cost.  Uses 8 key metrics to measure the efficiency and effectiveness of a customer's interconnected IT and storage environments.  Recommends opportunities for operational improvements across your complex IT environment, and helps improve service levels with your available staff, at reduced costs. What makes this offering unique?  IBM provides vendor-neutral analysis, not biased toward one particular vendor.  Deep multi-vendor storage knowledge.  Provides a roadmap on how to increase storage efficiency. Client Profile: Designed for midsize businesses across virtually all industries who are experiencing explosive growth in the amount of information they are dealing with. They are looking to reduce or more efficiently maintain their information and thereby manage storage, operating and capital costs. Pain Points  Information is exploding – data volume is growing at 57 percent CAGR through 2010  Inconsistent and overlapping information storage policies and procedures  Excessive spend on storage to deliver on business commitments  Lack of interoperability between heterogeneous storage devices  Limited IT resources, storage expertise and budgets Pricing/Typical Project: 2 week engagement at US$37,500 Availability: English, French, Spanish, Brazilian, Portuguese, Italian, German 19 Why buy this: Transformation strategy – rapid can ensure your valuable information is readily available in an optimized way. Key CFO Message Let IBM help build a plan to achieve a best practice state for storage and backup environments in order to drive savings or avoid cost for staffing, storage, backup, file systems, and power and cooling. Conversation Starters  What challenges do you have maintaining business commitments regarding information storage?  What are you doing to keep up with the quick pace of information growth?  How do you manage information stored on disparate, complex heterogeneous environments? Quick Facts  Helps address the ongoing management of high levels of information growth and complex storage environments  Identifies inefficiencies and develops a remediation roadmap  Helps assess costs and staffing issues associated with managing information © 2009 IBM Corporation
Slide 20: IBM and Business Partners: Serving midsize companies IBM System Storage DS5020 Client Profile: Customers with a VMware environment who need mixed workload performance and/or who need to upgrade for cost/consolidation reasons. Pain Points  Previous generation disk systems carry high infrastructure and management costs  High storage total cost of acquisition Offering Summary  IBM System Storage™ DS5020 – next generation mid-tier disk system with industry leading 8 Gbps FC host connect for infrastructure simplification. What makes this offering unique?  Performance and efficiency enhancements reduce TCO  Self-encrypting drives secure data throughout your drive’s lifecycle  Next-gen 8 Gb FC interfaces enable infrastructure simplification and future proofing  Mixed host interfaces support (FC/iSCSI) enables SAN tiering  Balanced performance well-suited for virtualization/consolidation reducing the cost of consolidation  Built-in efficiencies lower acquisition and operational costs – lower TCO  Support for intermixing FC/FDE/SATA drives enables tiered storage within the disk system to lower acquisition costs  Trusted storage that protects and delivers your data when needed  Feature-rich management software maximizes utilization and minimizes TCO  Designed to support future product enhancements  Key application certifications ensure operational confidence in customer environment Pricing/Typical Project: Pricing starts from US$22,500; average solution size is US$40,000 Availability: GA – September 4, 2009 20 Why buy this: Business intelligence and analytics require robust, reliable, highperformance data storage. Key CFO Message  Reduce costs up to 45 percent with up to 60 percent performance improvement  Up to 64 percent decrease in power and cooling requirements  Up to 62 percent reduction in rack space needed Conversation Starters  How do you manage your many disk systems? Are your costs getting out of control?  Do you have a VMware environment with many applications deployed? Quick Facts  TCONow! Link  Compete Line: America Compete Center: EMEA & AP  PartnerWorld: Midmarket DS5000  SSI: DS5000 vs. DS4000 vs. EMC  Training: Classroom, eLearning © 2009 IBM Corporation
Slide 21: IBM and Business Partners: Serving midsize companies IBM SurePOS 500 Express (refresh) Client Profile: Target midsize retailers in the specialty, gas/convenience and food service/hospitality business who need to deliver a smarter shopping experience with greater efficiency and reduced costs. Pain Points  Reliability of POS systems, the cost and complexity of service and system management, and high energy requirements Offering Summary  The new IBM SurePOS 500 Express solution enables retailers to capture new insights at the POS that drive effective customer service initiatives and help insure the right merchandise is in stock at the right time. By providing employees access to product and customer information at the POS, retailers deliver better customer service, improve employee productivity and promote a smarter business outcome. What makes this offering unique?  Data is available and secure from all touchpoints through an integrated retail environment, enabling staff to easily obtain sales and inventory data while increase profits. Easy access to customer information helps employees sell more effectively while saving over US$200,000 per year cashier productivity1  Power-saving technology greatly reduces POS energy cost. Enable with deep sleep automation and IBM Remote Management Agent and save an additional 47 percent1  With the SureMark printer alone, retailers can save up to US$446 in operating expenses – including employee labor costs – by printing receipts with the fastestever IBM receipt printer4  A retailer with 20 stores, 240 POS systems and Remote Management Agent can see an annual business savings.2 Pricing/Typical Project: US$2,062 Software Updates – US$100/store, 4 updates = US$8,000 Asset Tracking – 14 hours/store = US$4,000 Why buy this: Retailers need real-time visibility to information so they can respond quickly to changes with reduced cost. Key CFO Message  Delivering a satisfying store experience helps create advocates who have increased their spending 19 percent more than non-advocates over the last two years2  Win customers with fast, accurate checkouts – six more customers per hour than with a PC cash drawer system.3 Conversation Starters  Is your POS system: – Rock solid and reliable? – Easy to service and manage? – Energy efficient? Quick Facts  Product sales kits  Fun Facts and Figures from IBM RSS S  Celebrity Ventures keeps the ball movin 1 IDC Global Insights, 21 Availability: Worldwide 2 IBM IBV “Shopper advocacy” study 2009 3 IDC POS vs. PCCD TCO Study 2008 4 IBM Comparative Analysis © 2009 IBM Corporation
Slide 22: IBM and Business Partners: Serving midsize companies Resources IBM Business Partner Tardis Services provided an IBM storage solution to Geoscience Australia that helps the oil exploration data archiver manage information and accelerate discovery. How can you speed performance with a new infrastructure? 22 © 2009 IBM Corporation
Slide 23: IBM and Business Partners: Serving midsize companies IBM Financing Advantage: More important than ever Clients are feeling pressure to do more with less and get more value from their infrastructure investments. They need to invest in a way that helps them meet budget and cash flow objectives in a capital-constrained environment. IBM Financing Advantage provides our clients with a complete end-to-end lifecycle funding approach for the acquisition of IT assets and technology investments – from simple loans and leases to the reutilization of pre-owned equipment, buyback, disposal and secure overwrite services.  Payments become predictable and manageable over planned periods of time  Financing terms can match payments to business needs  Capital and lines of credit can be preserved for core business investments  Lower the price point on technology equipment acquisition with IBM Certified Pre-owned Equipment instead of (or with) new  Mid-lease upgrades and end-of-lease options ease decision-making for the IT department Access to funding is a major impediment to realizing a solution’s post-implementation benefits.  Costs are heaviest at the front end of a project, while benefits do not fully accrue until a project is well under way – This makes financial justification difficult – With IBM Financing Advantage, you can help customers overcome this challenge Financing allows costs and benefits to be tracked more closely.  IBM Financing Advantage can help to reduce up-front costs and structure your client’s monthly payments to anticipated benefits – This can help ease the decision to invest in solutions that have longer payback periods 23 © 2009 IBM Corporation
Slide 24: IBM and Business Partners: Serving midsize companies IBM PartnerWorld Express Advantage: Your go-to-market toolkit NEW: Redesigned PWEA Web site  Gives you easier access to midsize customerspecific resources aligned to the IBM smarter planet strategy Through the resources you’ll find on PWEA, IBM helps you:  Understand the market, your customers and how IBM can help you serve them  Develop and market solutions  Collaborate and team with other Business Partners and IBM itself  Generate and share leads  Benefit from financing and incentive programs that make doing business with IBM a real profit center. To learn more about IBM Partner World Express Advantage go to: ibm.com/partnerworld/smb 24 © 2009 IBM Corporation
Slide 25: IBM and Business Partners: Serving midsize companies Learn more about Express Advantage and how simple it is for IBM to help you grow profit in today’s market Visit PartnerWorld Express Advantage today to learn how to:  Take advantage of key sales plays to help you win with solutions and offerings that target today's most difficult business problems.  Utilize Infrastructure and Industry Insights to discover solution opportunities and use our new offering sales plays to expand client spend.  Offer your customers IBM financing options to defer upfront investment costs and conserve cash for higher-yielding investments.  Expand your network by joining our Value Nets and team with other Business Partners, ISVs and RSIs to open new doors.  Leverage the IBM Marketing Center and Campaign Designer to generate demand and control your in-house marketing costs.  Use our many educational and certification programs to increase your competitive advantage. To learn more about IBM Partner World Express Advantage go to: ibm.com/partnerworld/smb 25 © 2009 IBM Corporation
Slide 26: IBM and Business Partners: Serving midsize companies IBM Express Advantage: Dedicated to midsize customers IBM Express Advantage Live, skilled agents via 1 877 IBM-ACCESS IBM Express Advantage Advisor (U.S. only) Concierge agents specialized in the needs of midsize companies are available to your customers via one tollfree number, text chat and e-mail. This simple online tool helps customers sort through our extensive Express Advantage portfolio for the best recommendations, and receive a customized report that can be e-mailed, saved, printed and shared. You can team with other IBM Business Partners to build solutions that offer greater value to your customers – this is your local connection backed by IBM. Access to IBM Business Partners Incentives for customers and Business Partners IT Security Assessment and Diagnostic Tool Power Rewards lets customers earn points for services. BPs can take advantage of SWG incentives. Complimentary Web-based tool to help customers identify the IT security strategies, capabilities and technologies used by companies with best-in-class performance. Easy access to complete financing solutions. IBM Financing Advantage Visit the IBM Express Advantage Web site. 26 © 2009 IBM Corporation
Slide 27: IBM and Business Partners: Serving midsize companies Appendix IBM Business Partner Aphalogix created an electronic forms application for Sukut Construction that more efficiently manages its rigorous field reporting and documentation requirements. How can you facilitate smarter processes? 27 © 2009 IBM Corporation
Slide 28: IBM and Business Partners: Serving midsize companies Additional PWEA toolkit resources that help make your job simpler IBM devotes considerable resources to make it easier for you to do business with us.  Resource managers – One-on-one support from specialists who can guide you to the IBM marketing resources you need, and help you build a plan to grow your business. Other resources include PartnerWorld Contact Services and Tech Line.  Attach Connector – A reference tool designed to supersize your sales by helping you sell more IBM hardware, software and services with each sales opportunity.  Rapid Online Financing – A self-service online tool to provide customers with instant financing quotes, allowing them to request credit approvals and generate financing contracts.  Flexible Financing Solutions – Leverage the power of your inventory and cash flow to obtain low-cost working capital for your business.  Grow Your Business – Gives you hundreds of cross-selling and up-selling scenarios involving the full range of IBM products to increase IBM content in your offerings. Now refreshed with new offerings and available in nine languages.  IBM Midmarket Software Buying and Selling guide – Refreshed guide offers value propositions, comparison tables and high-impact case studies.  Winning In Midmarket software case study guide – An enhanced e-version has been refreshed with 100+ midsize companies achieving success, increased ROI and enhanced productivity with IBM.  SWG incentives – Click here.  IGF Sales Enablement kit featuring the Rapid On-Line Financing Tool – use industry analyst reports to prepare: – Creative Financing Can Solve New Business Requirements and Constraints, RFG – Lease Versus Purchase: More Than a Numbers Decision, IDC – Leverage the IGF Rapid Online Financing tool to create instant financing quotes, request credit approval and contracts 28 © 2009 IBM Corporation
Slide 29: IBM and Business Partners: Serving midsize companies Check out Express Advantage advertising running in your city  In selected countries, Business Partners can access the advertising calendar and media assets that will run by quarter in support of Express Advantage.  Find Web and print assets along with advertising schedules at PartnerWorld Express Advantage.  Currently available in the U.S.,U.K., Brazil and several EMEA countries. 29 © 2009 IBM Corporation
Slide 30: IBM and Business Partners: Serving midsize companies Cost savings through Campaign Designer integrated marketing tools Typical demand gen costs to market Creative development Copy development Image development Graphic design Printing Total In house US$900 500 3,000 600 1,000 US$7,000 IBM US$0 0 0 0 0 US$0 Campaign Designer makes it easy to bring your solutions to market with a comprehensive set of tools and assistance from IBM. With Campaign Designer, you have access to everything you need to do marketing with IBM, from funding to lead generation to planning, and much more. Learn more about Campaign Designer Campaign Designer components Campaign tools, playbooks and kits IBM magazines Marketing training 30 Campaign components IBM current campaigns Leads and opportunities Co-marketing funding Marketing vendors Marketing intelligence and planning © 2009 IBM Corporation
Slide 31: IBM and Business Partners: Serving midsize companies Software incentives and key offers by brand IBM Mashup Center LotusLive Engage Visit the Greenhouse site to participate in Mashup blogs, test the creation of Mashup pages and view free training and education videos.  For a limited time only, customers who acquire a minimum of 500 Register at the Greenhouse site Announcement letter for the LotusLive customer promotional discount program here . Announcement letter for the LotusLive Business Partner discount program here . Get your free trial of LotusLive Engage. Click here for incentive details Download your Rational AppScan eKit here. View offer here. selected eligible new IBM LotusLive Engage subscriptions can receive a 67 percent promotional discount off the commercial Passport Advantage® Relationship Suggested Volume Prices (RSVP) and Passport Advantage Express™ Suggested Retail Price (SRP), which corresponds to a promotional price of US$15/month (USD/CAD) per subscription. - A parallel program gives Business Partners who acquire the 500 subscriptions for end users a 70 percent discount.  Get a 30-day free trial that includes a full suite of collaboration tools and services, unlimited Web meetings for up to 15 people, the ability to invite 99 additional users into your account and 1.0 GB of file storage. ® Cognos Express products Rational AppScan • Try and Buy available September 29 • Pre-register for a copy Download a complimentary e-Kit containing white papers, demos, podcasts and additional information on the benefits of testing Web applications. Try and Buy offer Tivoli® Provisioning Manager (TPM) for OSD and TPM for Images 31 © 2009 IBM Corporation
Slide 32: IBM and Business Partners: Serving midsize companies Server and storage incentives IBM Power Systems™, System p™ New Customer Business Partner incentive IBM Power Systems, System i™ & IBM System p incentive for GB IBM System Storage™ information infrastructure Receive additional discount for 24 months for NEW system sales to new FIE accounts with an additional percent when the account is a qualifying SMB customer. Receive up to 6% additional discount for sales to General Business MidMarket or General Business Large Enterprise customers. Eligible IBM Business Partners can acquire, for an end-user, selected eligible new IBM System Storage virtualization solutions at total offering prices that reflect offering discounts. Eligible IBM Business Partners can receive incentive payments for EDI or Web-based reported sales of eligible new IBM System x products once they have reached a specified minimum sales revenue target. Ongoing Ends 12/31/2009 Ongoing IBM System x® and IBM System Storage™ 2009 Business Partner new customer incentive IBM System x and System Storage 2009 Business Partner growth incentives Ends 12/31/2009 Eligible IBM Business Partners who are approved to remarket IBM System x, BladeCenter® and System Storage products can receive quarterly System x and/or System Storage incentive payments. Ends 12/31/2009 Server and storage offers for customers Special customer offers for System x and BladeCenter, storage and Power Systems. Or, get a free evaluation on the savings possible by migrating or upgrading to System x or BladeCenter. Ongoing 32 © 2009 IBM Corporation
Slide 33: IBM and Business Partners: Serving midsize companies Global Services incentives Internet security systems  IBM Express Multi-Function Security Bundle  Express Multi-Function Security Bundle  Express Managed Multi-Function Security Bundle Discount: Bundle elements discounted individually: 28% appliance, 20% maint, 25% training, 25% device mgmt.  Express Managed Protection Services for Server Discount: software 35% managed service 25% Discount: 17% Discount: 30% Discount: 20% Discount: ServicePac 20% Discount: 20%  IBM Security Enablement and Vulnerability Management – Express PCI Assessment IBM system services  IBM Express Remote Managed Infrastructure Services  IBM Express Remote Management Infrastructure Services  Softek Migration Services for Data ServicePacs Managed technology services Business continuity recovery services IBM Global Financing Associate Fee Plans 33  IBM HW Maintenance – Total Microcode Support  IBM Information Protection Services – remote data protection express  Discover how fees will be paid to you for the Financing Volumes achieved by selling financing solutions to your clients Click here for details © 2009 IBM Corporation