ISV and Developer Relations
Programme IBM SaaS Specialty
Anne Carriere, Manager ISV & Developer Relations
Annie Vizet, IDR Marketing Manager
Club Alliances SaaS IDR 28 novembre 2008 © 2008 IBM Corporation

ISV and Developer Relations
ISV and Developer Relations – Transforming to serve the Global Ecosystem
ISV & Developer Relations Mission
We aspire to drive market leadership for IBM by building a
community of skilled IT students, professionals, and partners
who passionately use, recommend, and add value to our
products and solutions.
Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
IBM SaaS Partner Program
Community
• Market Research Collaborat
Collaborate
• Education & Enable
e Specialty
• Enablement & • Branding
Technical Resources Market • Awareness
IBM • Demand Generation
Software as a • Channel
Development
Service
Deliver
Technology
• Scalable, reliable and open-standards software
• Server and Storage solutions
• Managed Hosting Services
3 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
IBM Offers Collaboration & Knowledge Exchange
SaaS Community
Education Enablement Collaboration
• Whitepapers • Virtual Innovation • Newsletter
• Podcasts Center courses • Connection Events
• Access to Blogs • Consulting support • Value Net
• Market News
CRITERES:
• PartnerWorld Member
• SaaS Interest Selected
www.ibm.com/partnerworld/saas
4 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
SaaS
Community
Benefit
Education via IBM Virtual Innovation Center
Easy access to Software as a Service technical enablement resources
available around the clock and around the world
Support you need…when you need it!
• Technical courses & sales education
• Access comprehensive courses on financial
modeling, business processes, and technical
considerations of SaaS solutions.
• Technical support (Live chat in 8 languages)
• E-mail response to simple or in-depth technical
questions and issues
• Skills enablement
• Architecture consultation
• Porting and testing labs
• VPN access to IBM servers and middleware
www.ibm.com/partnerworld/saas
5 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
SaaS
Community
Benefit Enablement at www.SaaSpace.com
► SaaSpace.com
• Online Collaborative venue for SaaS companies
– SaaS Technology providers. Enablement
– Consultants.
– Outsourced development.
In-House
• Establish new relationships
• Develop innovative business models
• Share group intelligence SaaSpace.com
• Drive Market change
Platform as a
Service
6 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
IBM Innovation Centers
Design, architect, education, porting and
enablement services for IBM Business Partners
 Expand business opportunities
 Lower development costs
 Get your products to market quickly
• 30+ centers worldwide
• Paris, Casablanca
• La Gaude .
• Secure porting labs
• Expert technical assistance throughout
development cycle
• Latest hardware & software
• Workshops and seminars
• Software development tools
• Onsite and remote access
ibm.com/partnerworld/iic
7 www.ibm.com/partnerworld/saas 28 novembre 2008 |
Club alliances SaaS – IDR © 2008 IBM Corporation

ISV and Developer Relations
IBM Offers Resources & Benefits to Build
Effective Marketing Campaigns
SaaS Specialty
Awareness Demand Generation Branding
• Customer Success • Marketing Consultants • Powering on
Stories • Showcase Listing Demand applications
• Partner Podcast • SaaS Campaign Logo
• Solution Demo Designer template
CRITERES:
• PartnerWorld Advanced
• 2 IBM technologies (IBM Hosting, IBM Hardware,
IBM Middleware) used in SaaS solution
www.ibm.com/partnerworld/saas
8 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
PWIN PartnerWorld Industry Networks
Energie & Commerce de
Télécommunications services détail Banques
Administrations Santé & Sciences
publiques de la Vie
Assurance
Marchés
Financiers
Commerce
de gros
Industrie
Education Automobile Media & Loisirs
Transport
& Voyages
9 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
Accès aux avantages PWIN pour les Partenaires SaaS Specialty
Co-Marketing Aide à la vente
Advanced Advanced
Télemarketing
Vitrine de vos solutions
applicatives Séminaires clients chez IBM
IBM Business Partner Organisez vos séminaires clients
Application showcase
gratuits dans les locaux IBM :
Forum centers , Innovation center
Campagne par industrie
emailings
Mailings avec Référence client Pipeline Generation
Détection de projets par agence
dédiée
Optimisation de votre visibilité sur Event Participation
Internet ( Google..) nouveau bénéfice depuis juin 2008
Conseils d’une agence interactive
ibm.com/partnerworld/industrynetworks
10 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation

ISV and Developer Relations
IDR : Partenariat Editeurs SaaS en résumé
► L’accès au statut PartnerWorld Advanced nécessite la déclaration d’une
installation client qui utilise au minimum 2 des 3 technologies suivantes :
• Serveurs IBM
• Middleware IBM (Tivoli, DB2, Websphere, Lotus)
• Hébergement SaaS
► Editeurs SaaS Specialty
• Etre éditeur PartnerWorld Advanced
• Avoir une solution commercialisée en mode SaaS
• Logo powering on demand
► Votre contact IDR Alliance Manager
• Jean-Pierre Descamps – descamp@fr.ibm.com – 06 72 75 08 56
11 Club alliances SaaS – IDR 28 novembre 2008 | © 2008 IBM Corporation