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A Partner Ecosystem That Brings Value to Clients


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IBM is investing in the development and enablement of ecosystem partners (ISV’s, SI’s, MSP’s).

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A Partner Ecosystem That Brings Value to Clients

  1. 1. A partner Ecosystem That Brings Value To Clients Marawan Megawer VP Global Business Partners Middle East & Africa UBGroup Cloud Event May 19th
  2. 2. © 2015 IBM Corporation ONE IBM Channel Team – Dedicated to Business Partner Growth One Channel Team Consolidates Business Partners with Hardware & Software channel resources to accelerate ecosystem shift and recruitment One Strategy Accelerates Business Partner transformation to higher value One Coverage Model Reduces overlaps and dedicating resources on recruitment One Management System Assesses progress on capacity and capabilities One Marketing Team Leverages strengths and improves consistencies across hardware and software Growth Focus Improved solutions capabilities and Enterprise engagement Drive more simplicity Reduced cross brand duplication, clear channel team roles, improved transaction management Enhance Synergies Improved consistency in marketing, programs and Incentives One Channel..One Mission 5/19/20152
  3. 3. © 2015 IBM Corporation BLUE CORE STRATEGIC Accommodate Size of business with IBM LevelofCAMSSfocus&skills Transform & Grow High Focus GROWTH OPPORTUNISTIC Recruit, Activate & Grow Segmentation to determine what actions to take Strategic Integrate complex solutions built on IBM technology to address clients’ critical agendas Blue Core Leverage infrastructure expertise while building skills and gaining experience in strategic growth areas like Cloud and Analytics Growth Attract new Business Partners to our platforms and expand reach to new clients and solutions Opportunistic Rapidly respond to clients’ technology and infrastructure requirements Addressing diverse MEA market needs with solution centric approach by fostering a value BP channel to capture growth 5/19/20153
  4. 4. © 2015 IBM Corporation 4 Our BPs network contributes to 40% of total IBM MEA revenue 67 countries with local presence in 28 +200 enablement sessions and 51% growth in product certifications $4.5M Co-marketing investment in 2014 to drive the execution of 260 campaigns in MEA ETHIOPIA CENTRAL AFRICAN REPUBLIC GABON BURUNDIBURUNDI ETHIOPIA BURUNDI EGYPT LIBYA NIGERMAURITANIA MALI CHAD ANGOLA SOUTH AFRICA BOTSWANA GUINEA TANZANIA BURKINA ZAMBIA ZIMBABWE EGYPT LIBYA NAMIBIA Iran SYRIA Egypt 1205 Business Partners in MEA contributed to 7% of our growth A Strong Partner Ecosystem Built For Growth… 2014 In Numbers 5/19/2015
  5. 5. © 2015 IBM Corporation IBM is investing in the development of its Ecosystem IBM is investing in the development and enablement of ecosystem partners (ISV’s, SI’s, MSP’s) to add value to our joint customers Examples of IBM Investments  Funding for customer briefing events  Technical Enablement  Lab Services  ISV Porting Support  PoC / Demo Infrastructure  Access to IBM CAMSS Experts  Support in designing reference architectures  Optimization/tuning/benchmarking of joint solutions  Assessments to generate TCO/ROI for customers 5/19/20155
  6. 6. © 2015 IBM Corporation IBM MEA Investments for Channel & Clients Syria Jordan Afghanistan Pakistan Iraq Kuwait Qatar Yemen Iran Egypt Libya Algeria Morocco Mali South Africa Namibia Botswana Zimbabwe Mozambique Madagascar Mauritius Seychelles Comoros Tanzania Kenya SomaliaEthiopia Angola Zambia Chad North Sudan South Sudan Nigeria Ghana Western Sahara Mauritania Senegal Guinea Sierra Leone Liberia Cote Divoire Togo Benin Burkina Faso Niger Tunisia CAR Cameroon Equatorial GuineaGabonCongo DRC Uganda Rwanda Burundi Malawi Eritrea Djibouti Saudi Arabia Swaziland Lesotho Riyadh Abuja Lebanon Jordan The Gambia Guinea Bissau Abu Dhabi Syria Turkey 6 Innovation Centres • ISV Porting Support • POC Demo Infrastructure • ROI / TCO Assessment Local Access to Lab Services in 12 countries Planned network ‘point of presence’ in Dubai (2016) Local country cloud initiative launched - 10 countries over 3 years 5/19/20156
  7. 7. © 2015 IBM Corporation Thank You 5/19/20157