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L'apport du programme MSP

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IBM Msp welcome kit v2 Presentation Transcript

  • 1. Welcome Kit forManaged Service Providers (MSPs)WelcomeLetterOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResources
  • 2. 2Overview ■ Growth path ■ Marketing ■ Incentives ■ Support ■ Community ■ Resources ■ Getting startedOne of the most compelling opportunities in the market todayis managed services. This fast-growing IT segment can berichly rewarding. Margins are higher. Revenue is recurring.Deeper client loyalty can be cultivated as you become a morepivotal technology partner delivering a range of solutions andservices to help clients improve business outcomes.Whether you’re just getting started as a managed servicesprovider or have an established services business, competingin a crowded market requires more time, skill and resourcesthan ever before. When you team with IBM, you’ll have accessto a broad portfolio of offerings that readily integrate into yourenvironment and a wide range of support to ensure yoursuccess.• Education and training• Co-marketing and demand generation• How-to guides• Market intelligence• Collaboration resources• Technical support• Solution roadmaps• FinancingWelcomeIBM offerings and support for Managed Service Providers(MSPs) are based not on where your business has been, butwhere its going. In the pages that follow, you will discover whatIBM is offering to you in the way of support, designedspecifically with your needs in mind.We’re delighted that you’ve chosen to become an IBM MSPBusiness Partner! Let us know how we’re doing. And, let usknow how we can support your business needs in the future.WelcomeLetterOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResources
  • 3. 3Overview and benefitsIBM PartnerWorld is an award-winning,global program designed to help ourIBM Business Partners increasedemand, grow their business, improveprofitability and enable their clients toparticipate in the revolution that isfueling a smarter planet.When you team with IBM, you are notonly better equipped to uncoveropportunity and find new avenues ofgrowth, but also to better satisfy clientrequirements for innovative, end-to-end solutions and serve as theirtrusted, strategic partner.There is no charge to join. Justaccept the PartnerWorld Agreementand you will have easy access tovaluable benefits, tools and supportthat you need to transform yourbusiness, today and tomorrow.As an IBM MSP PartnerWorldpartner:• Your benefits will be based on themember level area with 3 levels ofparticipation based on a pointsystem• Program levels qualification basedon IBM based services offerings,skills, revenue, references• Designed for IaaS, PaaS and SaaSMSP-type business models• Benefits include marketingprograms, sales and technicaltraining and certifications, productroadmaps, financing and incentivesand access to the IBM BusinessPartner ecosystem.PartnerWorld:ibm.com/partnerworldJoin PartnerWorld:ibm.com/partnerworld/joinMSP PartnerWorld:ibm.com/partnerworld/mspWhat is PartnerWorld? ■ Why join IBM PartnerWorld? ■ Benefits ■ Initiative offersSo what is PartnerWorld and why does it matter?WelcomeLetterOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResources
  • 4. 4Develop new skills• World class partner enablementcapabilities for hardware, software,services• Specialty programs• Social media boot campsGrow your business• Incentives and promotions• Enhance, differentiate and extend yourofferings with breadth and depth ofMidmarket-focused IBM solutions• Improve the bottom line with loweroperational costs and flexible businessterms• Attain confidence in technology withproven reliability and availability to helpmeet and exceed SLAsCapture new markets• Co-Marketing funding• Marketing support for demandgeneration• Market intelligence• Thought leadership investments• IBM brand• Vast ecosystem of ISV PartnersWhat is PartnerWorld? ■ Why join IBM PartnerWorld? ■ Benefits ■ Initiative offersOverview and benefitsTeaming with IBMprovides numerousbenefits, includingservices, programs,education, funding andsupport options, andmore. The relationshipis a win-win situationfor all participants.Why join IBM PartnerWorld?WelcomeLetterGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesOverviewand Benefits
  • 5. 5Solutions tailored for MSPsWe understand MSPs have specific ITrequirements:• Multi-tenant• Re-usable• Flexible• Mission critical• Scalable• EconomicOur solution offerings deliver a fullrange of hardware, software andservices that help to:• Optimize your infrastructure andimprove your ROI• Create new services to growrevenue streams• Accelerate time to market• Provide support for open standardsand architectures• Offer proven reliability, availability,and scalable solutions to helpsuccessfully attain SLA targetsUnique financing and incentives• Software Group white label pricing• Global Technology Services whitelabel and wholesale pricing• 12-month, zero-percent financingto all new credit-qualified MSPs• Buyback program for MSPs• Pay as you Grow program forservers and storageSupport to accelerate your growthMarketing support• Demand generation• Co-marketing benefits• Marketing intelligenceSales support• Financing• Promotions and incentives• Competitive resourcesTechnical support• Centers of Excellence• Technical sales• Software, system and storageaccessWhat is PartnerWorld? ■ Why join IBM PartnerWorld? ■ Benefits ■ Initiative offersOverview and benefitsPartnerWorld program benefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterOverviewand Benefits
  • 6. 6With your needs in mind, IBM has designeda full initiative for MSPs, including:• Growth paths to high levels of engagement• Marketing programs• Incentives and promotions• Sales and technical support• Community• Exciting offerings for MSPsWhat is PartnerWorld? ■ Why join IBM PartnerWorld? ■ Benefits ■ Initiative offersOverview and benefitsIBM has been listening. Our businesspartners have told us they need:• A complete set of offerings• Sales and technical support• Marketing and business development• The ability to leverage the IBMBrand in the marketplaceInitiative offers for IBM MSPs234561To learn more about eachinitiative, click on thecorresponding tabs.GrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterOverviewand Benefits
  • 7. 7Membership levels ■ Marketing benefits ■ Selling benefits ■ Technical benefits ■ Training and collaboration benefitsGrowth pathThe more actively engaged and successful you are as a Managed ServiceProvider, the more benefits you will earn. The following pages providedetails on the three membership levels.Member• Certain aspects of MarketingLaunch Pad• MSP Center of Excellence• MSP Virtual Briefing Center• MSP Business Partner locator• Education and trainingAdvanced• IBM Co-Marketing Center• Joint marketing services• IBM Business Partner emblem• Loaner program• Access to demo equipment• MSP Achievement mark• MSP Marketing Launch PadPremier• Assigned IBM BusinessDevelopment ExecutiveMembership levels determine benefitsOverviewand BenefitsMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterGrowthPath
  • 8. 8MarketingDemand generation Member Advanced PremierCreate ready-to-execute campaigns ■ ■ ■Digital marketing providers ▲ ▲ ▲IBM Redbooks sponsorship X ■ ■Internet marketing lead generation process ▲ ▲ ▲Market your solutions and capabilities with the Global Solutions Directory ■ ■ ■Marketing Campaign Services ▲ ▲ ▲Online sales lead and marketing research tool: Hoover’s ▲ ▲ ▲Outbound calling acceleration for your sales teams ▲ ▲ ▲Publish an IBM Redguide to feature your solution ■ ■ ■Sales pipeline demand creation: Frontline Selling ▲ ▲ ▲Success story in a box ▲ ▲ ▲Web content syndication ■ ■ ■IBM co-marketing benefits Member Advanced PremierBusiness Partner promotional merchandise ▲ ▲ ▲Client events package ▲ ▲ ▲Co-marketing funding ▲ ▲ ▲Disney event support ■ ■ ■Influencer marketing funding ▲ ▲ ▲Legend: ■ = included X = not included ▲ = included with additional requirements VP = Value Package VO = Value OptionPartnerWorld program benefits: MarketingMembership levels ■ Marketing benefits ■ Selling benefits ■ Technical benefits ■ Training and collaboration benefitsGrowth pathOverviewand BenefitsMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedWelcomeLetterGrowthPathResources
  • 9. 9SellingFinancing Member Advanced PremierIBM Global Financing ■ ■ ■Promotions and IncentivesIncentives and promotions ■ ■ ■Software value incentive ■ ■ ■Briefing CentersBriefing centers ■ ■ ■Competitive ResourcesCompetitive Market Intelligence ■ ■ ■Sales ToolsSales tools ■ ■ ■Sales training ■ ■ ■Legend: ■ = included X = not included ▲ = included with additional requirements VP = Value Package VO = Value OptionPartnerWorld program benefits: SellingMembership levels ■ Marketing benefits ■ Selling benefits ■ Technical benefits ■ Training and collaboration benefitsGrowth pathOverviewand BenefitsMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterGrowthPathMarket IntelligenceIBM Market Insights X ■ ■Qualtrics Research Suite ▲ ▲ ▲
  • 10. 10TechnicalTechnical sales Member Advanced PremierConfigurators ■ ■ ■Techline VP ■ ■Technical supportEntitled email and voice technical support ▲ ▲ ▲IBM Systems and middleware technical support options for SW development VO VO VODevelop and migrateIBM Innovation Centers: Porting and testing ■ ■ ■IBM technical validations ■ ■ ■Software accessIBM Evaluation Software Center for ISVs ▲ ▲ ▲Software Access Catalog VP/VO VP/VO VP/VOSystems and storage accessIBM Hardware Mall ■ ■ ■Virtual Loaner Program ■ ■ ■Legend: ■ = included X = not included ▲ = included with additional requirements VP = Value Package VO = Value OptionPartnerWorld program benefits: TechnicalMembership levels ■ Marketing benefits ■ Selling benefits ■ Technical benefits ■ Training and collaboration benefitsGrowth pathOverviewand BenefitsMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterGrowthPath
  • 11. 11TrainingIBM Education Member Advanced PremierIBM Innovation Centers: Training ■ ■ ■Maximize Your Potential with Know Your IBM (KYI) ■ ■ ■IBM PartnerWorld University ■ ■ ■Discounts, reimbursements and rewardsPartnerRewards program for education ■ ■ ■Software sales mastery test vouchers VP VP VPYou Pass, We Pay—IBM certification reimbursement VP VP VPCollaborationCollaboration resourcesIBM Business Partner Locator ■ ■ ■IBM SmartCloud for Social Business: Client trial accounts ■ ■ ■IBM SmartCloud for Social Business: Demonstration accounts ■ ■ ■Awards and membershipBeacon Award Recognition Program X ■ ■Legend: ■ = included X = not included ▲ = included with additional requirements VP = Value Package VO = Value OptionPartnerWorld program benefits: Training and CollaborationMembership levels ■ Marketing benefits ■ Selling benefits ■ Technical benefits ■ Training and collaboration benefitsGrowth pathOverviewand BenefitsMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterGrowthPath
  • 12. 12Marketing programIBM Marketing “Launch Pad” for MSPsLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemIf you need help… …IBM provides• Navigating our MSP benefits andresources…a newly launched MSP Concierge Service• Developing a marketing plan …skilled marketing resources to collaboratively develop a marketing plan that fits yourbusiness• Getting the word out about yourbusiness and building your brand…social media expertise so you can expand awareness of your brand• Executing a lead generationcampaign…help to create the assets, acquire the leads, and close deals with your newprospects• Identifying your best prospects …analytics, propensity-to-buy insights, and marketing trends to help you identify yourbest prospects• Continuing to learn marketingbest practices…marketing education and materials to take your marketing to the next level• Showing your customers you’rebacked by IBM…IBM Innovation Centers where you can host your clientsMarketing services to help you grow your businessIBM’s new marketing “Launch Pad” for MSPs is a comprehensive set of servicesdesigned to help you build your brand and generate demand for your services.Download the IBM Launch Pad brochure.Overviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 13. 13Marketing programLeverage IBM services for your marketing needsLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemMSP Concierge ServiceOur MSP Concierge Service offers asingle point of contact to answer yourquestions related to the IBM MSPprogram. The concierge is accessiblethrough the PartnerWorld website atibm.com/partnerworld/msp (right navbar).To learn more about marketingvendors, visit Marketing Resources.Develop a marketing planIBM has strategic partnerships withmarketing services vendors (MSVs)who, along with IBM, can work with youto build out a business and/ormarketing plan.• Lay the groundwork for marketingactions and objectives that tie backto your business goals.• Articulate your value prop to endclients• Make marketing investmentdecisions• Further develop your brand in themarketplace.Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 14. 14Marketing programGet the word out about your business and build your brandLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemDid you know that 85% of ITdecisions start with GoogleSearch? IBM can help youbuild your brand presence onthe web.Brand-building trainingIBM provides a step-by-step approachfor using key social media tactics tohelp increase the reach and influenceof your brand online. With the rapidexpansion of social media, it is criticalfor MSPs to establish a socialpresence and leverage digital media toreach new prospects.Social media boot campPromotion through IBMHave your company name and solutionadded to IBM’s repository of BusinessPartner Solutions so customers andother business partners can find youwhen searching for service providers.Global solutions directionsBrand-building content• Enhance the power of yourcompany’s web site with directfeeds of IBM product andmarketing content from ibm.com,using the IBM Web contentsyndication service. Contentincludes videos, white papers, casestudies, webcasts, analysts’research and reports, and more.• Web content syndication• Leverage the IBM CustomerReference program to promoteyour client’s success stories andyour role in supporting them.Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 15. 15Marketing programLeverage IBM services to execute a marketing campaignLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemPlace whitepapers,webcasts, podcasts, etc.on e-publication websitesto generate newopportunities.(Average cost, $6000 US)… and materialsAccess IBM campaign materials forbusiness partners:• IBM’s Midmarket Asset Gallery:Check out the available assets.• IBM Co-Marketing Center:Download BP assets.• Success Story in a Box: Create apodcast and copy featuring acustomer success story to post onyour web, email to new accounts,and use at virtual events.… and fundingIBM Business Partners can apply formarketing funds to help defer thecosts of campaign execution.Additional lead generation services available for a feeIdentify new salesopportunities by gainingappointments with high levelexecs and receive verbatimtranscripts of the 1st callwith prospects.(Cost varies)Use fully integratedtelemarketing support toensure your sales reps willaverage 7 to 10 liveconversations with namedprospects on your list in onehour.Let highly skilledtelemarketing agentsnavigate voice mail, phonedirectories and gate-keepers, and “hot transfer”calls in milliseconds.(Costs start at $1000 US)Marketing campaign services…Plan and execute demand generationwith one of IBM’s strategic marketingservices vendors (MSVs). Theirservices span the entire marketingspectrum, including strategy andplanning, data lists, execution/demandgeneration and lead nurturing.To learn more, visit the IBM Co-Marketing Center (CMC).Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 16. 16Marketing programTap into IBM prospect models, research and education resourcesLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemPropensity to buy modelsLeverage IBM’s Propensity to Buy(PTB) models to target prospects whohave the highest propensity to invest insolutions and services across keymarket opportunity areas (for example,Business Analytics, Security). Thesemodels are available when using anapproved Marketing Services Vendor(MSV) for your marketing execution.Market intelligence and researchTap into IBM Market Insights foraccess to critical marketplace reportson strategic business topics includingcustomer buying behaviors, industrytrends, competitive positioning andleading edge technologies andsolutions.Hoover’sGet a significant discount on Hoover’sbusiness intelligence and access morethan 32 million companies to researchleads and identify decision-makers.Online marketing classesAccess special marketing training tohelp improve your marketingcapabilities, particularly in the area ofsocial media and social selling.Local business and marketingworkshopsTake advantage of IBM expert-ledworkshops in business strategy andbuilding marketing plans.Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 17. 17Marketing programPromote—and capitalize on—your relationship with IBMLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemAccess to Global Centers of Excellence enables MSPs to gethands-on technical expertise in building skills ontechnologies such as IBM SmartCloud, PureSystems, storage,security, and collaboration.IBM MSP MarkPromote your IBM relationship andexpertise with the IBM MSPAchievement Mark.This managed services mark signifiesthat the MSP:• Utilizes technology and softwarefrom IBM in delivering the services• Meets the standards of operationalcustomer service and support• Has achieved skills and trainingusing IBM technologyAccess IBM Global Centers ofExcellenceIBM is launching new Global Centers ofExcellence in Shanghai, Tokyo, Ehningen,Germany, and New York to provide MSPswith access to deep technical expertisefrom IBM. This allows you to developinnovative cloud services and solutionson the IBM open stack and addressindustry-specific client needs.MSPs will also have access to 40 IBMInnovation Centers in 33 countries forjoint client engagements, and will launch avirtual briefing center to provide anongoing forum for MSPs to share ideasand knowledge around industrychallenges clients face today.This community will enable ongoingengagement of MSPs, as well as allowingIBM experts to share best practices.Client events packageIBM will host a meeting with you andone or more of your clients at one ofour IBM Innovation Centers, IBMForum Centers, or IBM BusinessPartner Innovation Centers.Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 18. 18Marketing programTake advantage of IBM Global Financing and the IBM ecosystemLaunch Pad ■ Concierge ■ Develop marketing plan ■ Get the word out ■ Execute campaign ■ Additional lead servicesIdentify prospects ■ Education ■ Backed by IBM ■ Global Centers of Excellence ■ Financing options ■ EcosystemFinancing optionsMSPs can acquire new technologysolutions and services to support theirgrowth with flexible, affordable paymentplans for IBM systems, software andservices, including 12-month, zeropercent loans for IBM systems, storageand software.A payment plan from *IBM GlobalFinancing (IGF) can provide MSPs withlow monthly payment options whileavoiding large, up-front cash payments,providing the ability to upgrade theirsystems mid-lease and improving ITasset management.MSPs that select PureSystemsplatforms may defer their first paymentfor 90 days. MSPs also can access highquality IBM certified pre-owned systemsand storage solutions when new is notan option.Expanding the ecosystemIBM’s ecosystem—which includesindependent software vendors,systems integrators, value-addedresellers, and MSPs—arecollaborating with IBM to takeadvantage of higher value capabilitiesfrom IBM, such as SmartCloud,PureSystems, and analytics to buildindustry-specific cloud services.*IBM Global Financing offerings are provided through IBM Credit LLC in the UnitedStates and other IBM subsidiaries and divisions worldwide to qualified commercialand government customers. Minimum transaction size $5,000, rates are based ona customer’s credit rating, financing terms, offering type, equipment type andoptions, and may vary by country. Other restrictions may apply. Rates andofferings are subject to change, extension or withdrawal without notice.Overviewand BenefitsGrowthPathIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetterMarketingProgram
  • 19. 19Incentives and promotionsStay alert for valuable incentives and promotionsIncentives and promotionsIncentives and promotions for Managed Service Providers• Bi-weekly speedsheets Speedsheets, updated every two weeks, provide an update by brand of the latestannouncements and plays. Speedsheets are available for IBM Modular Systems,IBM Power Systems, IBM Midmarket, IBM System Storage, IBM Software Group,IBM Global Financing, IBM Global Services and Co-Marketing offers.• Client promotions View IBM announcement letters describing promotions you can offer to your clients.• IBM Global Financing promotions Throughout the year, IBM Global Financing announces special promotions you canoffer to your clients, spurring business activity and improving natural slow spots inthe seasonal buying cycle.• BladeCenter Foundation for CloudincentiveIBM Business Partners can earn rebates for BladeCenter Foundation for Cloudsolutions.• Smarter Commerce SaaS BusinessPartner incentiveIBM launched this offering to encourage accelerated cloud adoption by enablingBusiness Partners to deliver Smarter Commerce solutions. Business Partners canearn a fee of 15 percent on the annual contracted value.Overviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 20. 20Sales and technical supportEducation and training enhance sales and technical opportunitiesEducation and training overview ■ Technical training ■ Sales plays and kits ■ Webcasts and eventsOverview education and training opportunities for Managed Service Providers• IBM product training Target the training you need from our comprehensive portfolio.• IBM PartnerWorld University Enjoy no-charge, online self-study to build sales and technical skills.• Get certified Show customers you have the skills to meet their needs.• Discounts and reimbursements Offset the expense of building technical skills and getting certified.• Sell or delivery IBM training Attach training to your sales to help clients get more from their investment.• Attend IBM technical events Upgrade your skills, try new technology, network with experts and customers.• Know Your IBM (KYI) Learn more and earn rewards at your own pace with short online courses.Overviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 21. 21Sales and technical supportTechnical training opportunities add to your repertoireTarget comprehensive opportunities for technical education and support• Virtual Loaner Program There is no charge for remote access to IBM hardware.• IBM PartnerWorld University Build skills quickly with more than 1,000 web lectures covering a full range of IBMproducts and services.• Training Target the sales and technical training and certification you need to reach youreducation goals.• Virtual Appliance Factory The factory is a self-enablement toolkit providing automated tools to helpindependent software vendors (ISVs).• IBM Innovation Centers IBM Innovation Centers are designed to assist our business partners withporting and testing their solutions and services.• IBM technical validations Receive development and integration assistance during the validation process.Education and training overview ■ Technical training ■ Sales plays and kits ■ Webcasts and eventsOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsCommunityGettingStartedResourcesWelcomeLetterSales andTech Support
  • 22. 22Sales and technical supportComprehensive sales plays and sales kits offer significant valueIBM develops comprehensive sales plays and sales kits that provide detailedinformation on offerings, products and services, including overviews, engagementprocesses, contacts, and more. Find it here.Managed IT• Storwize V7000 Unified sales kit• Tivoli Storage Productivity sales kit• Tivoli Storage Manager FastBacksales kit• Tivoli Storage Manager UnifiedBack up Recovery• IBM PureFlex System sales kit• Cognos Express - Essential BI andPlanning for Midsize Companiessales kit• Collaboration for Midmarket saleskitHosted• SmartCloud Provisioning andMonitoring sales kit• Tivoli Usage Account Manager• SmartCloud Storage Management• Cloud Computing asset library• BladeCenter Foundation for Cloud• IBM PureFlex System sales kit• Storwize V7000 sales kitCloud• SmartCloud Provisioning andMonitoring sales kit• SmartCloud Enterprise +• SmartCloud Enterprise• WebSphere Cast Iron PartnerConnect and sales kit• Tivoli Usage Account Manager• Cloud Computing asset library• IBM PureFlex System sales kit• Storwize V7000 sales kitEducation and training overview ■ Technical training ■ Sales plays and kits ■ Webcasts and eventsOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsCommunityGettingStartedResourcesWelcomeLetterSales andTech Support
  • 23. 1Sales and technical supportAttend webcasts and events to learn from the expertsWebcasts and events for Managed Service ProvidersMSP Virtual Briefing Center• Managed Backup and Disaster Recovery (BDR) Service • RCP Webcast: How MSPs Can Step Up to the DataGrowth Challenge• Success Factors for MSP Cloud Adoption • RCP Webcast: How to Grow Your Managed ServicesBusiness: IBMs Approach with Partners• IBM SmartCloud Enterprise • MSP Mentor Webcast: MSPs Partnering with IBM: AMidmarket Growth Strategy• IBM’s Marketing Launch Pad for MSPs • MSP Mentor Webcast: Transformation and Profitability inthe Cloud for Your Managed Services Business• Webcast: IBM PureSystems Offerings for ManagedServices Providers• CRN Webcast: Effectively Managing the Complexity ofToday’s Mobile Environment• Webcast: MSP Announcement: Launching NewPartnerships• CRN Webcast: The Licensing Alternative to SoftwareDevelopmentUpcoming Midmarket Channel eventsEducation and training overview ■ Technical training ■ Sales plays and kits ■ Webcasts and eventsOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsCommunityGettingStartedWelcomeLetterSales andTech SupportResources
  • 24. 24CommunityBe social…CommunityPartnerWorld communities provide social networking and collaboration capabilitiesdesigned to help develop innovative solutions, reach new markets and broadenbusiness opportunities.Community features connect you with the right resources• Home page Customize your own dashboard view of community activity• MSP LinkedIn Converse with experts on topical issues, perhaps leading to new business.• Profiles Find the people you need and manage your contacts• Blogs Learn and share the latest with thought leaders• Activities Collaborate on projects and next steps• IBM Business Partner Locator Find an IBM Business Partner globally—or across the street. Take a test drivetoday.Business Partner communities: connect, collaborate, innovateSocial savvy• Social Media Marketing Boot Camp Grow your business through increased awareness, loyalty• Midmarket social networking Use social networking to expand your business opportunities• Getting started with social media Get started. Make the following social media work for you.Social sitesIBM PartnerWorld on LinkedIn IBM MSP Twitter IBM Partners on TwitterOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 25. 25ResourcesLearn more about the MSP program and what it offers youResourcesHelpful resourcesIBM has prepared comprehensiveresources and assets designed to helpyou understand the benefits ofbecoming an MSP as well as make theprocess easier.Visit the following links to see generaloverviews:• IBM PartnerWorld• Joining PartnerWorld• MSP PartnerWorld• PartnerWorld Guide• PartnerWorld brochure• IBM Launch Pad brochure• MSP Resource CenterAdditional general support resourcesinclude:Campaign materials• Midmarket execution blueprints• Create campaigns• Influencer marketing funding• Midmarket Asset GalleryLead generation resources• Business Partner InnovationCenters (BPIC)• Client events package• IBM Forum CentersClient references• IBM Customer Reference DatabaseMarket Intelligence• IBM competitive intelligence(COMP)• IBM Market Insights• Server and Storage competitivesupportMarket trends• Forward View• Idea Watch• Industry solutions• Infrastructure solutionsOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 26. 26Getting startedGet started on the path to becoming an MSPRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Step 1: Register for an IBM IDIBM ID is a single ID and password youcan use across the ibm.com domain.If you already have an IBM ID, advanceto step 2.Register for an IBM IDStep 3: Add employees to yourcompany’s membershipIf your company is already registered inPartnerWorld, you can add yourself toyour companys membership profile.Submit a profile application to addyourself to your companysmembershipYou must know your companysunique token first. The 16alphanumeric character token can beobtained from your companysAuthorized Profile Administrator (APA).The APA is the person within yourcompany who is responsible foradministering your companysrelationship with IBM.Not sure who your APA is? Choosefrom the help resources listed in the"Were here to help" box to contactyour PartnerWorld team.After your APA approves yourassociation with your company, youwill receive a welcome e-mail fromPartnerWorld.The path to MSP Register in PartnerWorld Update your profile to an MSP Identify the right offerings for you Build your business and marketingplan Build your technical and sales skillsibm.com/partnerworld/mspStep 2: Register your companyIf your company is already registered inPartnerWorld, advance to step 3. If notsure, choose from the help resourceslisted in the "Were here to help" box tocontact your PartnerWorld team.Submit a PartnerWorld programapplication for your companyApplications must be completed by anindividual authorized to signagreements on behalf of the legalcompany. The individual registering thecompany will also register themselvesduring this step. Once youve appliedfor membership as a new company,allow two business days for e-mailnotification of approval.Apply to sell IBM products andservices (optional)PartnerWorld membership allows youto access the information and supportyou need to work with IBM productsand services. However, you mustsubmit an additional application foryour company to become authorizedto sell or resell selected IBM hardware,software, services, training, andfinancing. Allow 7-10 business days forapproval of the Reseller application. Contact mtbp@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter
  • 27. 27Getting startedUpdate your profiles and identify offerings, plans and skillsRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Update your profile to an MSPAn up-to-date PPS (PartnerWorldProfiling System) profile is key tomaintaining your access toPartnerWorld resources.Qualification for entitlement is basedon the characteristics of yourcompanys relationship with IBM suchas contracts, country, PartnerWorldmembership level, certifications, skillsand solutions.Learn about the benefits of keepingyour profile updatedIdentify the offerings right for youWhen you need information on IBMhardware, software and servicesofferings, start your search with theinformation in the following sections:Build your business andmarketing plansLearn more about MSP marketingopportunities.Build your technical and salesskillsTarget education for technical andsales skills.Update your personal profileIf you are a Business Partneremployee, you can update yourinformation including skills, address,phone, interest areas, etc.Update your personal employee profileUpdate your company profileOnly the Primary Relationship Contact(PRC) or Authorized ProfileAdministrators (APAs) can updatecompany information. They can alsoadd or update employee information.Update your company profileAs an Authorized Profile Administrator(APA), you may give users access toadditional applications that requireindividual enablement.PartnerCommerce is an example ofsuch an application. Please note thatyour company might not have anyapplications in this category.Update employee access to specificapplicationsView a step by step tutorial oncommon profile tasks performed byAPAs and PRCs.Contact mtbp@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityResourcesWelcomeLetterGettingStarted
  • 28. 28Getting startedSecure your IBM Managed Services Provider markRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Criteria to secure MSP markTo obtain the IBM MSP Mark, you willneed:• A signed IBM Business PartnerAgreement (BPA) with a managedservice attachment or Advancedlevel in PartnerWorld• Select Managed Service Provider inyour PartnerWorld profile• A verified Business Partner solution• A verified client referenceSteps to secure mark• Obtain a signed BPA with amanaged service attachment orAdvanced level in PartnerWorld• Update your PartnerWorld profile toreflect Managed Service Providerstatus• Create a Global Solutions Directory(GSD) entry• Submit a client reference• Submit your nomination for theMSP initiativeSee details on following pages.As an MSP, you haveexclusive access to theIBM Business Partnermarks, which visuallyrepresent yourrelationship with theIBM company and thestrength of the IBMinformation technologybrand.Contact mtbp@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityResourcesWelcomeLetterGettingStarted
  • 29. 29Getting startedStep-by-step instructions for securing the IBM MSP markRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Obtain a signed IBM BusinessPartner Agreement (BPA) with amanaged service attachment orAdvanced level in PartnerWorld.Begin here:General Business Partner agreements:• Business Partner Agreement andattachments• Business Partner Emblem Usageagreement• Business Partner library• PartnerWorld Agreement• Value Package AttachmentSee also:• IBM Business Partner ClientReference submission1Update your PartnerWorld profile to reflect Managed Service Providerstatus.Begin here:• Log on to www.ibm.com/partnerworld; sign in with IBM ID / Password.• On the right navigation bar, click update your profile.• Click on update your companys profile (middle of page).• Under Select your Profile (middle of page), click your company name next toWorldwide Enterprise.• Click on your Country Enterprise ID.• Scroll down and locate the Option for General Information.• Find Business Models (middle of page) and from the dropdown menu, selectthe MSP or Managed Service Provider option.• Click Save.• You will receive a confirmation number, indicating the information has beensaved. Please wait approximately two business days for the information toreplicate in the system.2Contact mtbp@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityResourcesWelcomeLetterGettingStarted
  • 30. 30Getting startedStep 3 is the Global Solutions Directory entryRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Create a Global Solutions Directory(GSD) entry.Begin here:Go to ibm.com/partnerworld/gsd tocreate your GSD entry.Your GSD entry must be specific to yourinfrastructure or managed service. Thesolution description should:• Match what you call your solution onyour website• Include all the IBM technologiesutilized in your infrastructure ormanaged service• Be as specific and robust as possible• Expand beyond your solution’sgeneric description, highlighting theIBM partnership• Select services solution as shown inFigure 1.3 Consider this a marketing tool andmake the entry as comprehensive aspossible. It is searched both by IBMersand external clients who are looking forsolutions and services.Please attach to your GSD entry anymarketing collateral you have thathighlights the IBM components of yoursolution. This step in the verifiedbusiness solution process can beaccomplished here.Next: Select the company you wouldlike to work with (if you are associatedwith multiple companies).And finally: Scroll down the page tosubmit a solution for verificationand/or a client reference. You cansubmit both a Verified BusinessPartner Solution and a client referenceat the same time. Or you can justselect one of the options. In eithercase, ensure that you’ve selected thehosted option.Figure 1.Contact mtbp@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityResourcesWelcomeLetterGettingStarted
  • 31. 31Getting startedSteps 4 and 5 wrap it upRegister in PartnerWorld ■ Update your profiles ■ Identify offerings, plans, skills ■ Secure the MSP mark > 1 2 3 4Submit a client reference.Please note: The client reference canbe submitted with the SolutionVerification or separately. Pleasecomplete the form. Your client will becontacted to verify the information.4Submit your nomination for theMSP initiative.• From the GSD page, selectibm.com/partnerworld/gsdNominate your solution.• Select your relevant MSP GSDentry• Select the Managed ServiceProvider initiative• Complete the few remainingquestions and submit.5Send questions togsdmail@us.ibm.comOverviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityResourcesWelcomeLetterGettingStarted
  • 32. 32Trademarks©IBM Corporation 2012• IBM, the IBM logo, ibm.com, PartnerWorld, PureSystems, Redbooks, Software as Services, Tivoli, WebSphere, andBladeCenter, Cognos, Power Systems, PureFlex, Storage Manager, Storwize, System Storage, Tivoli Storage Manager,are trademarks or registered trademarks of International Business Machines Corporation in the United States, othercountries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this informationwith the appropriate symbol (® or ™), these symbols indicate US registered or common law trademarks owned byIBM at the time this information was published. Such trademarks may also be registered or common law trademarks inother countries. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” atwww.ibm.com/legal/copytrade.shtml.• Other company, product and service names may be trademarks or service marks of others.• References in this publication to IBM products or services do not imply that IBM intends to make them available in allcountries in which IBM operates.Overviewand BenefitsGrowthPathMarketingProgramIncentives andPromotionsSales andTech SupportCommunityGettingStartedResourcesWelcomeLetter