My presentation at STGU 23-26 April of Blue Xperts

1. jrohr@dk.ibm.com
STGU Amsterdam 23-26 April 2013
Jesper S. Rohr
Business Develop Manager
STG,Technical Sales
Europe
+ 45 2880 4284
jrohr@dk.ibm.com

2. jrohr@dk.ibm.com
Blue Xperts Community
Business Partner Enablement

3. jrohr@dk.ibm.com
IBM Centre of Technical Exellence (CoTE) for Business Partners

4. jrohr@dk.ibm.com
Best Practise of BP Comm of skills

5. jrohr@dk.ibm.com
Business Partner Landscape
Know Your
IBM (KYI)
Know Your
IBM (KYI)
IBM Business
Partner
Sales School
IBM Business
Partner
Sales School
IBM Business
Partner Sales
University
IBM Business
Partner Sales
University
IBM Systems
Updates
IBM Systems
Updates
Blue Xperts
Technical
Community
Blue Xperts
Technical
Community
#Participants
Limited
High
SkillsSales Technical
PartnerWorl
d
Leadership
Conference
PartnerWorl
d
Leadership
Conference
IBM Business
Partner Sales
University
IBM Business
Partner Sales
University
IBM Systems
Updates
IBM Systems
Updates
Blue Xperts
Technical
Community
Blue Xperts
Technical
Community
IBM Technical
Workshops
IBM Technical
Workshops
IBM Business
Partner Sales
University
IBM Business
Partner Sales
University
IBM Systems
Updates
IBM Systems
Updates
STGUSTGU
Local
driven
Local
driven
IOT
driven
IOT
driven
WhiteBoard
Selling
WhiteBoard
Selling

6. jrohr@dk.ibm.com
Why join a Community like Blue Xperts?
• Increase skills and knowledge
• Access Tech. Briefings
• Workshops, Trainings and Certifications
• Motivation and Satisfation
– Improve your personal Network
– Personal development
Why doing a Community?
• Channel Enablement is key for IBM
• Increase the Competition for Business
Partners
• Create value for Business Partners
• Relationships
ChannelEvolution

7. jrohr@dk.ibm.com

8. jrohr@dk.ibm.com
IBM Blue Xperts Technical Community
• Smartest 100 people cross Nordic
• Started 1Q 2012
• Only Per Invitation
• Quaterly Local activities
 Deep Dive Technical Presentations
 Invitations to Technical Workshops
 Vouchers for STGU
 Vouchers for Test Certifications
 Sharing Knowledge
 Study Tour optional
• Communication: Social Media’s
• STG/BPO Ownership
– System x, Storage, Systems Networking,
PureSystems
– Board for Development/Content
• Support to PartnerWorld Speciality

9. jrohr@dk.ibm.com
Agenda / Invitation example
[Quarterly meetings]
Systems Network
Pure Flex
Power
Storage

10. jrohr@dk.ibm.com
10
IBM Technical Training/Workshops
 Get more skilled
 Only for for Business Partners community members
 2-Day’s Workshop/Training in Class Room
 Storage (Storwize), System x or Pure Systems tracks
 Private Class:12 x Invited people per class
 Only per Invitations
 Arrow Locations (Official IBM Training Partner)
 Copenhagen, Stockholm, Oslo and Helsinki
 Including Test Voucher (Prometric)
 Target Group: Blue Xperts Community
 New Invitations ready in September
Value €1000-1500 pr Workshop
IBM will cover the cost for Members

11. jrohr@dk.ibm.com
Invitations for Blue Xperts members
• 2 days: System x, Storwize and PureFlex
• 1 day: IBM Director 6.3
Instructors from IBM Lab Services and Arrow Education

12. jrohr@dk.ibm.com
Key Messurement: Certifications
• Enablement Activities drives more Certifications
Agenda example:

13. jrohr@dk.ibm.com
The Voice of the Community members...
Example 1: Atea
– Large International Business
Partner
– Company/Manager view
Example 2: Edgemo
– Local New Business Partner
– Technical manager is member

14. jrohr@dk.ibm.com
Kim Gregers Petersen
http://www.youtube.com/watch?v=6H9L8Vnk-ro

15. jrohr@dk.ibm.com
- Company est. 18 months ago: Today IBM Premier level
- CoTe Award Winner: System X Skills with Distinction
- Member of IBM Blue Xperts Community
Alex Sorensen, Technical Manager:
”... Skills is critical for us to deliver value add for our
clients.
”... The Community provided us with Technical
Training and sharing technical knowledge. My
network is now better, and I get faster information
for products in the level I need it...”
”... IBM Blue Xperts have invested time in me as
Business Partner. I recoment to be Blue Xperts to
other Business Partners, simply because knowledge
is competition today...”

16. jrohr@dk.ibm.com
Website LinkedIn TwitterYouTube
SocialMediasNewsletters
LoyalitySystem
PartnerWorld NewsValue Partners Know Your IBM
Community Communication

17. jrohr@dk.ibm.com
IBM Blue Xperts Technical Community

18. jrohr@dk.ibm.com
Survey
• Product News
• Events example next STGU
• Techline Support
• Next Blue Xperts Meetings
• Trainings/Workshops
• Business Partner Booklet
• Social Media Feeds
• Important Links
ect.
Business Partner Websides:
1. Existing PartnerWorld Website:
www.ibm.com/Partnerworld
2. New Community Portal
Technical Sales

19. jrohr@dk.ibm.com
Business Partner Booklet 2013
For New Business Partners or New
people from existing Business Partners
• Key Contacts to IBM Channel Team
• Distributor Contacts
• Introduction to PartnerWorld
• Speciality Programs
• Community’s + Social Media’s
• Techline + Compete Center
• IBM Client Centers + Briefing Centers
• Eearn Extra with IGF + TSS
• Important links
• PDF version at the Business Partner
Community Website and printed booklet
(optional)

20. jrohr@dk.ibm.com
youtube.com/ibmSTGeurope
Subscribe Today
Get more
Attention !!
Technical Video Presentations, Demo’s, Clients Cases ect

21. jrohr@dk.ibm.com
[NEW] Whiteboard Selling: IBM PureSystems

22. jrohr@dk.ibm.com
[NEW] Whiteboard Selling: IBM PureSystems
• Private BP Class
• ½ Day Training
• IBM Client Center
• Only per invitation /No Cost
• Limited Seats
• Combined with ”Business
Partner Sales University”
• Same training for IBM’ers
• Wanna Join ?

23. jrohr@dk.ibm.com
IBM
BusinessPartnerLevel’s
CoTE Awards
IBM Centre of
Technical Exellence
Member
Advanced
Premier
Specialty
System Storage
Specialty
System x, Storage,
Power, Pure Flex.
www.ibm.com/partnerworld
www.ibm.com/partnerworld/specialty
Specialty...for the special one’s

24. jrohr@dk.ibm.com
Speciality Programs for Business Partners

25. jrohr@dk.ibm.com
Speciality Programs for Business Partners
Start today: ibm.com/partnerworld/specialty
Introduction video: http://youtu.be/JTtp4lqVnMQ

26. jrohr@dk.ibm.com
Thanks for your attention...
Jesper S. Rohr
Business Develop Manager
STG,Technical Sales
Europe
+ 45 2880 4284
jrohr@dk.ibm.com

27. jrohr@dk.ibm.com
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28. jrohr@dk.ibm.com
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