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- 1. Introduction To our BusinessPartners: OMNO=`çJj~êâÉíáåÖ=dìáÇÉ= Ñçê=f_j=_ìëáåÉëë=m~êíåÉêë Co-Marketing This guide for IBM Business Partners consists of Programs links to programs, assets, resources and solutions designed to help you successfully market to the Mid-Market, as well as optimize your Business PartnerWorld CMC, Leads, Partner relationship with IBM. To access a specific area, simply click on the appropriate tab to the right. Enablement Assets and Helping IBM Business Partners capture the growing Mid-Market Sales Plays Incentives / opportunity with programs designed to make it easier to sell products, solutions and services to solve client Mid-Market Solutions business challenges. Contact: Jennifer Stowell and Vendors Resources jstowell@us.ibm.com 720-396-5157 13 Next >
- 2. 2 Introduction 1 Leverage the engines of the Smarter Planet Co-Marketing assets to align your marketing efforts around Programs this exciting IBM advertising strategy. Through the Smarter Planet campaign PartnerWorld CMC, Leads, strategy, IBM offers a view of how enterprises across all industries can be more successful. This initiative – a higher level value proposition that focuses on business outcomes – requires a high level of skills, and the gains Enablement Assets and Midsize businesses are exponential. are the engines of a Smarter Planet. IBM has identified key capabilities driven by Mid-Market growth continues to be forecast to be shifts in business, technology and society that Sales Plays Incentives / the fastest in North America in 2012. Total are impacting companies and governments solutions spending in 2012 is anticipated to be worldwide. Learn how to drive this approximately $150B, with strong spending on opportunity with key resources and cross-industry solutions. IBM wants to help you enablement targeted at the Mid-Market. Mid-Market grow your business in this important market Solutions Capitalize on Smarter Planet Opportunities through our Co-Marketing programs, our Business Partner enablement strategy, and marketing support around our strategic solution and Vendors Resources areas and Mid-Market-ready offerings. Next >
- 3. 3 Introduction 2012 Mid-Market Co-Marketing Offering 2012 IBM Partner The 2012 IBM Mid-Market Offering is a Co-Marketing Rewards Program offering designed to drive demand generation and The 2012 IBM PartnerRewards Co-Marketing revenue for IBM with eligible solution providers and Programs Program for Remarketers includes benefits that resellers serving the Mid-Market segment (companies provide education and marketing assistance, plus with less than 1000 employees – government and discounted Systems and Technology Group (STG) education excluded, regardless of number of employees). Education and Prometric test vouchers, to support PartnerWorld CMC, Leads, increased General Business (GB) and Mid-Market The offering provides solution providers and resellers with reimbursement up to 75 percent of the total cost sales. against approved marketing activities across any IBM IBM’s Business Partner investment in 2012 is focused products or services. The objective of the 2012 on education, demand generation and technical program is to reward Business Partners who are in Enablement support. IBM Business Partners who achieve Assets and market early with campaigns and are generating wins as increased revenue will receive greater rewards, based a result of the program. on their IBM PartnerWorld Level. Member level participants need to work through our 2012 PartnerRewards benefits are intended to assist Sales Plays Marketing Services vendor, TSL. Premier and Incentives / eligible IBM Business Partners in increasing their Advanced level participants may work with an agency of revenue growth and opportunity identification in GB their choice or their own in-house marketing or and Mid-Market with a focus on Power Systems, production department, if qualified. System x, System z and System Storage brands. CC1112-317 Access the IBM Channel CC1112-315 Access the IBM Channel Mid-Market Solutions Communications letter, which includes Terms & Communications letter, which includes Terms & Conditions (T&C)s for reimbursement. Conditions (T&C)s for reimbursement. Co-Marketing Center Co-Marketing Center and Vendors Education vouchers Resources Next >
- 4. 4 Introduction Software Co-Marketing Suggested Tactics for Marketing Stages Co-Marketing The 2012 IBM Software Co-marketing offering Traditional Internet Programs provides funds to eligible high value Resellers to Tactics Tactics generate demand in the total General Business (GB) Advertisements Search engine segment and drive net new leads and win revenue for BP press kits optimization Brochures Syndicated e- mags IBM Software Solutions. The offering provides Awareness Direct mail Link bait PartnerWorld CMC, Leads, reimbursement up to 50 percent of the total cost of E-mail eligible campaign expenses. Industry guides Syndication of IBM Success stories content Software Group (SWG) Co-Marketing replay center: White papers Consideration Custom landing page Access the Terms & Conditions for SWG at the replay Solution briefs Webcasts Enablement Buyer guides E-mail Assets and center. Contact: Hakan Thyr, thyrh@us.ibm.com Demonstrations Live chat Executive meetings Web offers linked to Preference Technical briefs key sales plays Case studies ROI tools Sales Plays Incentives / Proof of concept Proposals Purchase Customer rating Welcome kits Newsletters E-newsletters Mid-Market User groups Online user groups Solutions Demand generation Re-Purchase Blogs add-on Consult the Terms & Conditions for specifics on eligible and Vendors activities and required proof of performance. Resources Next >
- 5. Introduction 5 Co-Marketing Center Tool Log on to the Co-Marketing Center using your PartnerWorld ID and password. Access the Process Education on Co-Marketing Center Co-Marketing and Education section to find directions to help you Programs apply for and claim your reimbursement. Information to guide you through the use of the new IBM Co-Marketing Center Setting up a bank profile 5 steps to apply for and claim your co-funding Submitting Leads from Your Campaign PartnerWorld CMC, Leads, 1. Accept Incentive Offering (IO) Note that submitting leads to complete your claim 2. Complete Marketing Activity Request (MAR) in process is mandatory. Co-Marketing Center Data Entry Templates (DET) can be used to provide 3. Enablement Execute your approved marketing tactic Assets and lead information aligned to your Co-Marketing tactics. 4. Submit claim in Co-Marketing Center Send DET for Mid-Market and PartnerRewards to 5. Provide minimum of two Stage 4 leads to NACOLEAD@uk.ibm.com. complete claim process Send DET for Software Co-Marketing Program to Sales Plays Incentives / New in 2012 SWGLEAD@ca.ibm.com. IO must be accepted by the primary relationship Manage your opportunities through the Global Partner contact in PartnerWorld Profiling System (PPS). Portal (GPP) Opportunity Management (OM) tool. Do: Mid-Market • Ensure all invoices are properly dated Progression Solutions • Notify an IBM Program Manager if you are going Nominate your clients to an appropriate event to help to make any changes to your approved tactic you progress open, validated opportunities by Do not: reinforcing IBM's commitment to midsized businesses. • Begin execution before approval and Vendors Resources • Submit your claim if your MAR requires edits Mid-Market Progression Events Next >
- 6. Introduction 6 IBM PartnerWorld Co-Marketing The IBM PartnerWorld program is the way IBM Programs delivers important support and resources to assist you as you develop and sell IBM-based solutions and services to your clients. Sign up for PartnerWorld The PartnerWorld portal PartnerWorld CMC, Leads, provides a glimpse into the value of being an IBM Business Partner. Global Partner Portal (GPP) access: Either get access or call the GPP help desk to find out who in your firm Enablement Assets and is the GPP Administrator: Help desk 800-426-9990 PartnerWorld Program Guide Your comprehensive guide to PartnerWorld, its programs and benefits – includes links to valuable resources. Sales Plays Incentives / PartnerWorld Brochure A higher level look at the value PartnerWorld membership offers our Business Partners. Business Partner Logos Joining PartnerWorld gives Mid-Market Solutions you exclusive access to the IBM Business Partner marks, which visually represent your relationship with IBM. Content Syndication Leverage IBM's web content on and Vendors Resources your own web site. Next >
- 7. Introduction 7 Assets and Enablement Resources Submit Client References IBM builds a portfolio of client General Enablement and Resources Co-Marketing Programs success stories that showcase how PartnerWorld Small and Medium Business portal IBM and our IBM Business Partners are working Resources for the Mid-Market PartnerWorld index with clients to create smarter solutions. You can leverage this portfolio to highlight your Marketing Resources The portal to PartnerWorld PartnerWorld CMC, Leads, successful solution implementations to generate marketing programs more demand and opportunities. By submitting a Execution Blueprints Fast-track blueprints provide client reference, you receive many benefits: information to help build and execute a campaign on a ► Earn points to achieve higher levels in specific Mid-Market product or solution area PartnerWorld Enablement Assets and Market Insights ► Generate demand and new sales IBM Self-Assessment Tool for Midsize Businesses opportunities by demonstrating value Pinpoint your client’s business challenges and IT needs Client References Territory Industry Potential Spend Data Tools to Sales Plays Incentives / help you identify where revenue opportunity lies by Marketing Support industry, within each IBM Mid-Market sales territory in the USA and Canada Mid-Market Asset Gallery Provides streamlined Social Spaces access to the most recent IBM Mid-Market marketing materials Facebook IBM for Midsize Businesses Mid-Market Solutions Social Media Marketing Boot Camp: This special Twitter IBM Midsize Business@Mid-MarketIBM curriculum is designed for you to become more LinkedIn IBM for Midsize Businesses comfortable and more effective in your marketing and sales efforts, through the use of social networking tools and Vendors Resources and techniques. Next >
- 8. Introduction 8 2012 Mid-Market Campaign Focus Areas Incentives and Sales Plays These are the prioritized Mid-Market (MM) campaign Business Partner Sales Incentives Take advantage Co-Marketing focus areas for 2012. Consider these areas for execution Programs as you plan your 2012 strategy. See execution blueprints of the rich set of incentives now available across IBM's in each of these areas to aid you in campaign planning. portfolio of hardware, software and services offerings. IBM Quarterly Sales Plays This playbook provides a MM Client Challenges Campaign Focus Areas quarterly overview of key plays, promotions, programs PartnerWorld CMC, Leads, Cost reduction / and announcements. improved efficiencies MM – Workload Optimized Speed Sheets The speed sheets provide concise, easy- Infrastructure to-read updates by brand of the latest announcements Improved service and sales plays, making them the perfect Enablement Assets and accompaniment to the quarterly sales playbook. Increased employee MM – Business Analytics Smarter Planet Engines Capitalize on Smarter Planet productivity opportunities and assets. New ways to reach MM – Cloud Sales Play Quick Reference Guides Use these customers Sales Plays Incentives / guides to sell targeted IBM offerings. Optimizing key business North America Business Partner and Mid-Market MM – Security and Resiliency processes Marketing Events Listen to replays of events of Increased insight for specific interest to Mid-Market opportunities. better decision-making MM – ERP and CRM Mid-Market Solutions Increased flexibility / nimble enterprise MM – Smarter Commerce and Vendors Collaboration Resources Next >
- 9. Introduction 9 Smarter Planet Capabilities and Solutions for the Mid-Market Cloud Computing: Help midsize businesses increase Co-Marketing Programs their competitiveness with secure, reliable and cost- effective cloud solutions. CRM: Help clients make decisions differently with a 360-degree view to supercharge your CRM solutions. With integrated CRM enhancements from IBM and PartnerWorld CMC, Leads, IBM Business Partners, get more from your data and add more to your bottom line. Business Analytics: Help your midsize business save time, grow systems without breaking your budget and provide a new level of insight so that you can make Enablement Assets and Midsize businesses better decisions. are the engines of a Smarter Planet. Security and Resiliency: Help midsize clients improve security and resiliency while reducing costs and Midsize businesses are looking to invest in some complexity. Sales Plays Incentives / key solutions, citing top security challenges and Market Insights and Trend Studies business analytics opportunities, that can give 2011 Mid-Market Trends Study: IBM surveyed 2,112 them competitive advantage at low cost. IBM has business and technology leaders across more than 22 designed these solutions to suit midsize business nations to understand the purchasing patterns, Mid-Market environments and priced accordingly. You can Solutions business issues and technology challenges that affect drive your revenues with these emerging midsize organizations. opportunities for your Mid-Market clients. Mid-Market Insights: These insights were taken from IBM’s 2011 Global CIO study. Smarter Planet Mid-Market Client Capabilities Mid-Market Insights: These insights were taken from and Vendors Resources IBM’s 2011 Global CMO study. Next >
- 10. Introduction 10 IBM Contacts Vendors For additional information about Mid-Market Member level participants in our 2012 Mid-Market Co-Marketing Programs opportunities, please contact one of the following Co-marketing program will work with our approved IBM representatives: Marketing Services vendor, TSL. For PartnerRewards, Business Partners may select our broker APC or use TSL. Kim Johnson, kajohns@us.ibm.com Allen May, ammay@us.ibm.com TSL Marketing PartnerWorld CMC, Leads, Lillian Marsh, lelias@us.ibm.com TSL Marketing helps companies increase sales, acquire new customers and improve sales performance. TSL is Kathy Pavlik, kpavlik@us.ibm.com a close partner of IBM with a proven track record of Jennifer Stowell, jstowell@us.ibm.com implementing successful campaigns. TSL’s reputation Enablement Assets and is based on being a trusted advisor, so you know they Dan Varrenti, danielvj@us.ibm.com strive hard for success. TSL delivers on value and Kurt Halva, khalva@us.ibm.com promises. Trust TSL Marketing to help make your campaigns a success. Contact: Web or Email Lori Hobart, lhobart@us.ibm.com Sales Plays Incentives / Vicki Latterell, vllatte@us.ibm.com APC Katherine Church, kathyc@us.ibm.com APC is an approved broker vendor agency that offers the advantage of allowing you to use the marketing Hakan Thyr, thyrh@us.ibm.com vendor of your choice to develop and execute a custom Mid-Market Solutions marketing campaign with IBM. APC’s comprehensive assistance allows you to focus on your marketing strategy while APC focuses on and Vendors program guidelines, timelines and compliance. Resources Contact: Web Next >
- 11. Introduction 11 Additional Marketing Resources Internet Marketing Lead Generation A cost-effective Co-Marketing Programs method to generate opportunities over the internet; marketing vendors place white papers, webcasts, podcasts, etc. on e-publication websites to generate new opportunities (average, $6K). PartnerWorld CMC, Leads, Frontline Selling Identify new sales opportunities by gaining appointments with high level executives; also receive verbatim telescript of first call with prospect. Harte-Hanks/Mason Zimbler Take advantage of Enablement Assets and generous discounts offered to all PartnerWorld members on marketing data, e-mail lists and telemarketing services (cost varies). Hoover’s Get a significant discount on this service and Sales Plays Incentives / access to more than 32 million companies worldwide to research leads and identify decision-makers ($990). OneSource Access tools for research and list development through your web browser or through Mid-Market Solutions integration with salesforce.com ($1,049). and Vendors Resources