SVP IBM MobileFirst Authorization recognizes and rewards Business Partners who deliver mobile enterprise solutions that are consistent with an IBM MobileFirst Platform, Management, Security, or Analytics portfolio solution.
Firstly, what is a solution? A solution is a repeatable, reusable, re-saleable combination of IBM technologies plus BP IP used to address a particular customer challenge. Each sale of the solution pull through IBM license revenue. How do we work with the VADs and their BPs to take solutions to market? A VAD may ask us to qualify a solution a BP has developed – this may be as part of the on-boarding process for a new BP We may be called on to formally assess a BP solution – perhaps as a pre-requisite to joining the ASL reseller scheme A VAD/BP may invite us to deliver a Solution Workshop for one or more of the following reasons: To discuss a prospective solution and brief the BP on how IBM products / technologies can support the solution To work with the BP to architect a solution To take an existing solution (perhaps implemented using competitor technologies) and migrate it to the IBM stack To take an existing (IBM based) solution and extend it (to new markets and/or to include additional IBM technologies) It is not our role to help the BP build/migrate/extend the solution; we will look to mobilise IBM resources to do this (such as IDR / IIC) We also look to provide the BP with guidance on marketing their solution and are involved in reviewing BP co-marketing fund proposals. Re-usable collateral: How to Deliver a Solution Assessment & Solution Assessment Template documents USE Synthesis as an example – solutioning, of extending the solution, and of revenue
Taking the fishing analogy a little further, often Business Partners display Gold Fish Memories; we frequently get asked the same questions again and again! While it is always possible for a BP to surprise us with a question, Many of the questions fall into the FAQ category. It is not an effective use of our time to keep answering the same questions again and again (and particularly if we have already answered them for that BP previously)! Our solution – The Channel Guide Document … This frees us up to work with the BPs on high value tasks, and deliver higher value to IBM.
Software Value Plus - The year of the Business Partner 04/16/13 SWG BP Marketing Team - Jan 25_Analyst Briefing_100115c.ppt Each VAD is different; I the UK for example each VAD has different levels of interest in H/W, one has focused on recruiting BI / BA Business Partners, another on recruiting SI partners. In looking for new innovative routes to market for IBM products & solutions, you first need to become familiar with the business partner community for each VAD. Understanding a BPs Go To Market strategy will enable the CSA to: Recognise complimentary solutions / markets / technologies with other BPs, and provide an opportunity to introduce them Recognise the opportunity to apply a BPs solution(s) to other markets and/or to add / enhance the solution with additional IBM technologies New acquisitions provide a great opportunity to an enterprising VAD to look to recruit new BPs (perhaps existing acquisition BPs) and/or encourage existing BPs to look at the acquired technologies As a good example of this best practice, lets look at an example that we are currently working on with VAD Avnet and an initiative to take IBM QM solutoins to market through the SI community …
Software Value Plus - The year of the Business Partner 04/16/13 SWG BP Marketing Team - Jan 25_Analyst Briefing_100115c.ppt Each VAD is different; I the UK for example each VAD has different levels of interest in H/W, one has focused on recruiting BI / BA Business Partners, another on recruiting SI partners. In looking for new innovative routes to market for IBM products & solutions, you first need to become familiar with the business partner community for each VAD. Understanding a BPs Go To Market strategy will enable the CSA to: Recognise complimentary solutions / markets / technologies with other BPs, and provide an opportunity to introduce them Recognise the opportunity to apply a BPs solution(s) to other markets and/or to add / enhance the solution with additional IBM technologies New acquisitions provide a great opportunity to an enterprising VAD to look to recruit new BPs (perhaps existing acquisition BPs) and/or encourage existing BPs to look at the acquired technologies As a good example of this best practice, lets look at an example that we are currently working on with VAD Avnet and an initiative to take IBM QM solutoins to market through the SI community …
SVP IBM MobileFirst Authorization recognizes and rewards Business Partners who deliver mobile enterprise solutions that are consistent with an IBM MobileFirst Platform, Management, Security, or Analytics portfolio solution.
