IBM, BP, Kickoff 2013 - BP Enablement
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The document summarizes IBM's business partner enablement programs for 2013 in the Nordic region. It outlines various training and skills development opportunities for partners, including the Know Your IBM program, Blue Xperts technical community, Business Partner Sales School, and technical workshops. It also discusses metrics to measure partner certifications and ways for partners to promote themselves through IBM's partner branding.
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IBM, BP, Kickoff 2013 - BP Enablement
- 1. IBM Business Partner Kickoff 2013 Business Partner Enablement Jesper Slot Rohr Marketing Manager jrohr@dk.ibm.com +45 2880 4284 IBM Business Partner Organisation, Nordic jrohr@dk.ibm.com
- 2. Business Partner Enablement Incentives Company + Individual Motivation Demand Gen Skills Co-Marketing Competition/ Pipeline Organisation Development 2 jrohr@dk.ibm.com
- 3. Business Partner Enablement Business Partner Enablement • Business Development • Long term investmentment/Relationship • BP’s Compete in skills: Technical or Industry knowledge • Need Both Sales and Technical skills • Need to be integrated with Demand Gen and Incentives for a stronger Business Plan 3 jrohr@dk.ibm.com
- 4. IOT IOT driven driven Nordic BP Enablement Landscape 2013 Nordic Nordic driven driven High Know Your Know Your IBM (KYI) IBM (KYI) IBM Business IBM Business # Participants Partner Sales Partner Sales University University Blue Xperts Blue Xperts Technical Technical IBM Business Community Community IBM Business ? WhiteBoard WhiteBoard Partner Partner Selling Selling Sales School Sales School [NEW] [NEW] IBM Systems IBM Systems STGU STGU Updates Updates IBM Technical IBM Technical Workshops Workshops Limited PartnerWorld PartnerWorld Leadership Leadership Conference Conference Sales Skills Technical jrohr@dk.ibm.com
- 6. IBM Business Partner Sales School Overview O • bj Be more Succesfull with your Sales ec • Plan and Identify Client needs and opportunities tiv • es More motivation/Energy to identify new Opportunities • Understand and use psychology in Sales • Buying signal and Strategies • Selling Community • Personal Motivation 20% IBM 80% Sales Proffesional Coach Hi gh 4 Modules/Days – 1 module per month -L IBM Content: Pure Systems and Financial Selling ig ht KYI Loyalty System (Learn and Earn) Class with 12 people per wave: Mixed or Private Classes Copenhagen, Stockholm, Helsinki and Oslo locations IBM Cover 80% cost Only per Invitation jrohr@dk.ibm.com
- 7. IBM Business Partner Sales School Module 1 Prep. Module 2 Module 4 Follow Up Module 3 Communication Online/Prep. • Objections • Client Meetings • Sales Psyc. •Knowledge sharing • Diplom • Pure Systems • Role Plays • Communication • Audio Book •Interview technique • KYI Promo Invitation/ • Signals and trust • Financial Selling • Tools • KYI Learning • Social Media’s • 4-Mat •Closing • KYI NOV/DEC JAN FEB/MAR APR jrohr@dk.ibm.com
- 8. Your Invitation • Printed • PDF format • Website download jrohr@dk.ibm.com
- 10. Dates and Planning jrohr@dk.ibm.com
- 11. Dates and Planning jrohr@dk.ibm.com
- 12. [NEW] Whiteboard Selling: IBM PureSystems Nordic was first in Europe with Business Partner Classes in 4Q jrohr@dk.ibm.com
- 13. [NEW] Whiteboard Selling: IBM PureSystems • Private BP Class • ½ Day Training • IBM WW Speakers • Only per invitation /No Cost • At IBM Forum locations • Limited Seats • Combined with ”Business Partner Sales University” • Wanna Join in 2013? jrohr@dk.ibm.com
- 14. IBM Blue Xperts Technical Community • Goal 100 Selected BP Members Nordics • 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 jrohr@dk.ibm.com
- 15. IBM Blue Xperts Technical Community jrohr@dk.ibm.com
- 16. Social Media’s ... How to find us SALES SCHOOL: Business Partner Sales University Parallel to Blue Xperts LinkedIn jrohr@dk.ibm.com
- 17. IBM Technical Training/Workshops Get more skilled Only for for Business Partners 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 IBM will cover the cost rest of 2012 17 jrohr@dk.ibm.com
- 18. Open for invitations: Blue Xperts • 2 days: System x, Storwize and PureFlex • 1 day: IBM Director 6.3 IBM Lab Services and Arrow Education jrohr@dk.ibm.com
- 19. jrohr@dk.ibm.com
- 20. PureSystems Test Certifications http://www-03.ibm.com/certify/tests/test_index.shtml jrohr@dk.ibm.com
- 21. BP Enablement – Messurement Cerfitications BP Certification Tracker 2012 180 160 163 158 140 140 142 133 A m o u n t o f ce rtificatio n s 125 128 120 122 DK 117 110 111 SE 106 100 97 97 98 98 99 NO 89 90 90 92 FI 87 85 85 80 80 81 82 82 78 76 71 66 65 60 62 58 51 48 51 40 41 41 41 41 42 42 42 35 36 37 20 JAN '12 FEB '12 MAR '12 APR '12 MAY '12 JUN '12 JUL '12 AUG '12 SEP '12 OCT '12 NOV '12 DEC '12 Month Example 1: System x / Storage (Sales/Tech) 2012 Example 2 : PureFlex 2H’2012 jrohr@dk.ibm.com
- 22. Best Practise of BP Comm jrohr@dk.ibm.com
- 23. IBM BP Marks (Logo) https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_marks jrohr@dk.ibm.com
- 24. IBM Business Partner Enablement Website.... jrohr@dk.ibm.com
- 25. PartnerWorld Leadership Conference When, Where, Who? • February 25 – 28, 2013 • Caesars Palace, Las Vegas, NV • Audience: 1,000 C-Level Business Partners, 500 IBM Sr Executives, 60 Press and Analysts Conference Objective • Deliver a “One IBM” event to inspire Business Partners to do more with IBM • Extend PWLC influence through virtual pre and post event activities • Strengthen the IBM ecosystem and accelerate our channel transformation • Safe the Day • Only per inviation/Coordinate with your CRBP • ”Early Bird” motivation Livestream Channel livestream.com/ibmpartnerworld Conference Pages ibm.com/partnerworld/pwlc jrohr@dk.ibm.com
- 26. Know Your IBM (KYI) jrohr@dk.ibm.com
- 27. KYI is an internationally acclaimed online interactive sales enablement program that is designed to foster IBM presence and brand loyalty Two integral components: ƒ Learn & Earn - Successfully complete education modules ƒ Sell & Earn – Close sales to end-user customers and report into KYI The official IBM tool for giving rewards to individual sellers in BP Companies KYI is targeted to Reps from all IBM Business partners Distributors can take part in the Education rewards jrohr@dk.ibm.com
- 28. International Acclaim! • Know Your IBM wins 2009 Circle of Excellence Award from the Incentive Marketing Association – “Outstanding Incentive Program” • Know Your IBM wins 2005 and 2008 SITE Crystal Award – “Most Effective Use of an Incentive Program for an External Strategic Business Solution” • 2010 2nd Place Promo Mag. Award winner – “Best Loyalty Program” (we beat !) • 2010 Australian Marketing Institute Award winner – “Best Loyalty Program” jrohr@dk.ibm.com
- 29. Receiving KYI Rewards – the Learn Page 1. Access from the KYI Navigation Area 3. Read Page 1 of the module for ‘Prizing’ details (Earn up to 50 KYI Points for all modules completed before 30th September, 2011) 2. Click to start your chosen module jrohr@dk.ibm.com
- 30. Receiving KYI Rewards - Claiming Sales 1. Access from the KYI Navigation Area Register a new Invoice 2. Use the links in the top right- hand box to learn about the rewards for each eligible offering 3. Complete this form using the details of the Invoice you issue to your customer jrohr@dk.ibm.com
- 31. Example Sales Rewards in KYI Start here: www.ibm.com/PartnerWorld/KnowYourIbm YouTube Intro Video: http://www.youtube.com/watch?v=H9Hp8E5WvAA&feature=player_embedded Examples only - Actual reward values and eligible products may vary jrohr@dk.ibm.com
- 32. IOT IOT driven driven Nordic BP Enablement Landscape 2013 Nordic Nordic driven driven High Know Your Know Your IBM (KYI) IBM (KYI) IBM Business IBM Business # Participants Partner Sales Partner Sales University University Blue Xperts Blue Xperts Technical Technical IBM Business IBM Business Community Community Partner Partner WhiteBoard WhiteBoard Sales School Sales School Selling Selling [NEW] [NEW] IBM Systems IBM Systems STGU STGU Updates Updates IBM Technical IBM Technical Workshops Workshops Limited PartnerWorld PartnerWorld Leadership Leadership Conference Conference Sales Skills Technical jrohr@dk.ibm.com
- 33. Sign me up for more... KOM FORBI MIG jrohr@dk.ibm.com
- 34. Thanks for your attention... Jesper Slot Rohr Marketing Manager Business Partner Organisation, + 45 2880 4284 Nordics jrohr@dk.ibm.com jrohr@dk.ibm.com