070502_1 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or...

070502_1Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

An Opportunity for Growth and An Opportunity for Growth and Profit with IBMProfit with IBM

Michael ConnollyIBM Client [email protected]


Thank

YouVTN MEMBERS


AGENDA AGENDA

Grow with IBM and IngramGrow with IBM and Ingram

Testimonial – Jim Veraldi Testimonial – Jim Veraldi

– Executive Vice President Executive Vice President Microstrategies Microstrategies

Angelica Horaitis – Angelica Horaitis –

– IBM Vice PresidentIBM Vice President

Contest !!Contest !!

Opportunity for Growth Opportunity for Growth

and Profit NOW, Next Year and Future Years!and Profit NOW, Next Year and Future Years!


IBM – Ingram AdvantageIBM – Ingram Advantage

Helping our partners – “DO”Helping our partners – “DO”• Business PlanningBusiness Planning

• VAR skill buildingVAR skill building

• Inside and Field technical and sales Inside and Field technical and sales support to work with you from identifying support to work with you from identifying to installingto installing

• Effective Demand GenerationEffective Demand Generation

• It’s a long term partnership It’s a long term partnership


A Wealth of Partner SupportA Wealth of Partner Support

Industry Leading Products

World Class Enablement & Technical Support

Significant Sales Investments

Proven Go-to-Market Programs

Best-of-Breed Incentives


The IBM Business Partner PropositionThe IBM Business Partner Proposition

Increase Increase

RevenuesRevenues

Decrease Decrease

ExpensesExpenses

Improve Improve

Cash FlowCash Flow

PARTNERWORLD -- Join at no Charge!

You Pass We Pay

Business Partner Innovation Centers

Software Value Incentive

Value Advantage Plus

Value Package

Co-Marketing Funds

PartnerWorld Industry Networks

Sales Connections

IGF Financing and Leasing

Development funds & Support Campaign Designer

Worldwide Marketing Programs

Marketing Intelligence & Planning

Professional service resellingTraining and Certification

Virtual Innovation Center

Subject Matter Expert

…and much more!

All Focused to:


IBM Business Partner IBM Business Partner

Jim A. VeraldiExecutive Vice President

Micro Strategies Inc.


IBM Portfolio provides IBM Portfolio provides integration opportunityintegration opportunity

ServersServers– #1 in worldwide server sales - $22B in 2006 #1 in worldwide server sales - $22B in 2006 – New Express Offerings for SMBNew Express Offerings for SMB

Storage Storage – World leader in total storage and tape salesWorld leader in total storage and tape sales– New entry leadership productsNew entry leadership products– New Express Offering for SMBNew Express Offering for SMB

SoftwareSoftware– World leader in middleware, 2World leader in middleware, 2ndnd overall overall – Growth through partners was 11% in 2006 Growth through partners was 11% in 2006

Services Services – ServicePac, Implementation services, RTSServicePac, Implementation services, RTS– Tools to help renewals, packagingTools to help renewals, packaging

FinancingFinancing– Working Capital for GrowthWorking Capital for Growth

Inventory, Receivables, Payables, and moreInventory, Receivables, Payables, and more– New Speed and Simplicity - $500,000 credit in minutesNew Speed and Simplicity - $500,000 credit in minutes– Flex pay, 24/7 access, client pre-approvalFlex pay, 24/7 access, client pre-approval

070502_9Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.9

IBM BladeCenter SIBM BladeCenter S

Integrated business-in-a box foundation with configurable shared storage

Big IT results even from the smallest IT staffs to deliver big IT results

Easy with “select-and-click” configurability

Office-friendly 110v power

Grows with your business

Optimized for small office environments

All-in-one gets you up and running fast

Podcast: BladeCenter S

Ann: Sept 25

GA: Dec 18


$torage Million$ Mania Checkli$t$torage Million$ Mania Checkli$t

IncentivesIncentivesNew Sell More Blue grid with improved discounts New Sell More Blue grid with improved discounts

Express Seller Storage pays you a 2% rebateExpress Seller Storage pays you a 2% rebateSMB First-in-Enterprise Incentive offers up to 9.7% rebateSMB First-in-Enterprise Incentive offers up to 9.7% rebate

Storage Co-MarketingStorage Co-MarketingUse Partner Rewards Co-marketing dollarsUse Partner Rewards Co-marketing dollars $5 K for Member partners, $8 K for Advanced partners, $12 K $5 K for Member partners, $8 K for Advanced partners, $12 K

for Premierfor PremierPremier partners can get $10K for DS4000 marketingPremier partners can get $10K for DS4000 marketing

Seller EnablementSeller EnablementSales kits and proposal inserts to build opportunitiesSales kits and proposal inserts to build opportunitiesLoaners or trial unitsLoaners or trial units


Introducing… Introducing… IBM BladeCenter and Storage IBM BladeCenter and Storage Solution Centers Solution Centers

A new program to enable leading A new program to enable leading business partners to work with IBM to business partners to work with IBM to establish targeted centers to showcase establish targeted centers to showcase blade and storage technology for small blade and storage technology for small and medium business clientsand medium business clients

Exclusive skill building, leasing Exclusive skill building, leasing equipment acquisition programs and equipment acquisition programs and marketing and sales support to drive marketing and sales support to drive Center success and revenueCenter success and revenue

Join the team Join the team of IBM Business Partner leaders of IBM Business Partner leaders on the technological forefront of on the technological forefront of

IBM BladeCenter and storage IBM BladeCenter and storage solutionssolutions

ibm.com/partnerworld/bssc

Partner Commitment: Partner Commitment:

Blade & Storage Skill CertificationsBlade & Storage Skill Certifications

Onsite EquipmentOnsite Equipment

Demo CapabilityDemo Capability

Program Benefits:Program Benefits:

Recognition as an IBM Blades Leader Recognition as an IBM Blades Leader

Quarterly Bonus for to offset Center Investment Quarterly Bonus for to offset Center Investment

Equipment Lease ProgramsEquipment Lease Programs

Community SupportCommunity Support

Demand Generation SupportDemand Generation Support


DiagnoseDiagnose

BuildBuild

Cool Cool VirtualizeVirtualize

Manage & Manage & MeasureMeasure

Green Data Green Data CenterCenter

Optimized Airflow Assessment for Cabling -GTS

Scalable Modular Data Center-GTS Integrated Rack Solution -GTSData Center Global Consolidation, Relocation

Enablement, Green-Facilities Services-GTS IBM BladeCenter-STG IBM System Storage –STG IBM System x - STG IBM System i -STG IBM System p -STG IBM System z -STG IBM Blue Gene -STGEnergy Efficiency Project Financing - IGFNetworking SPL - GTSStrategy & Architecture SPL - GTS

Virtualization on IBM Systems and IBM System Storage- STG

IBM Emerging Server Technology Services - VMware -GTS

CoolCoolRear Door Heat Exchanger- STGData Center Stored Cooling Solution- GTS Installation Rear Door Heat Exchange Installation- STG LBS

VirtualizVirtualiz

ee

BuildBuild

Manage & MeasureManage & Measure

IBM Systems Director - PowerExecutive & Power Configurator – STG

Tivoli Provisioning, Monitoring, Usage & Accounting Mgr –SWG

Environmental compilant, secure disposal- IGF

Data Center Energy Efficiency Assessment-GTS

Data Center Thermal Analysis and Optimization Facilities Integration-GTS

IBM Optimization and Integration Services: Server Consolidation-GTS

Accelerator for Rationalization -GTS IT Systems Energy Efficiency Assessment-

STG Data Center Health Audit for IT-STGServer and Storage Power/Cooling Trends

and Data Center Best Practices-STG

DiagnoseDiagnose

IBM Energy Efficiency (Green) IBM Energy Efficiency (Green) OfferingsOfferings


Infrastructure Technology Infrastructure Technology Solutions DivisionSolutions Division

The field resources necessary to make resellers successful in the The field resources necessary to make resellers successful in the high-revenue Enterprise market.high-revenue Enterprise market.

- - Field-based Business Development ManagersField-based Business Development Managers

- Field-based Vendor Channel Managers- Field-based Vendor Channel Managers

- Filed-based Solutions Engineers (Vendor specific)- Filed-based Solutions Engineers (Vendor specific)

- Extensive Inside Sales teams (Vendor specific)- Extensive Inside Sales teams (Vendor specific)


IBM High Volume Strategy IBM High Volume Strategy

Angelica HoraitisVice President

IBM High Volume Sales


3 Key Points ………….3 Key Points ………….

1.1. Why we do it -- the marketWhy we do it -- the market

2.2. How we do it -- people, products, processesHow we do it -- people, products, processes

3.3. What you can do -- call to action; call to profitWhat you can do -- call to action; call to profit


Note: This report is based on analysis done by an IBM Market Intelligence Department. This document is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. This document has been prepared for the IBM Sales channels, including IBM Business Partners.

The Market is HUGE and The Market is HUGE and ExplodingExploding !! !!

Americas Mid-market x86 Growth

2010

2007

2004 $4.9B

$6.7B

$7.9B

The Worldwide Mid-market x86 The Worldwide Mid-market x86 opportunity for 2007 isopportunity for 2007 is $32.0B$32.0B

The Americas Mid-market x86 The Americas Mid-market x86 opportunity isopportunity is $6.7B$6.7B

Plus Americas Mid-market Plus Americas Mid-market Storage opportunity isStorage opportunity is $4.5B$4.5B


CompetitivePrice

Small Quantity

Purchases

Easy to Buy, Install and

Manage

Fast Delivery

Business Partner or TeleWeb

Investments For Growth

Simple

Available

Competitive

Cu

sto

mer

Wan

ts a

nd

Bu

yin

g B

ehav

ior

Express Seller

Offerings

Our 2007 MissionOur 2007 Mission:: Accelerating SMB Growth thru High Accelerating SMB Growth thru High VolumeVolumeOur 2007 MissionOur 2007 Mission:: Accelerating SMB Growth thru High Accelerating SMB Growth thru High VolumeVolume

18

Key Business Partners

Marketing Portfolio

IncentivesCoverage

Management

System

Continued Investmentsin the Express Seller Strategy

Continued Investmentsin the Express Seller Strategy


Barron’s :“IBM investors may soon be smiling like CEO Palmisano, as Wall Street comes to realize that Big Blue’s reinvention as a software giant gives it a steadier, more profitable business.”

.”

Business Week : “Software is not only the fastest-growing but the most entrepreneurial and the most profitable part of IBM.”


Business Partner Profitability ToolBusiness Partner Profitability Tool

What is it? What is it? – A key tool to help in business planning and expanding your business A key tool to help in business planning and expanding your business

with IBM Softwarewith IBM Software

How will it help me?How will it help me?– It will provide very quick estimates on incremental costs and potential It will provide very quick estimates on incremental costs and potential

return on over 40 IBM cross brand software solutions return on over 40 IBM cross brand software solutions – Tool includes likely configurations, average software price, sales Tool includes likely configurations, average software price, sales

cycle and service drag, as well as recommended minimum cycle and service drag, as well as recommended minimum enablement roadmapsenablement roadmaps

– Very easy to customize and navigation is straightforward Very easy to customize and navigation is straightforward

Where can I find it? Where can I find it? ww.ibm.com/partnerworldww.ibm.com/partnerworld/profitability_tool /profitability_tool or or www.ingrammicro.com/ibmwww.ingrammicro.com/ibm

A downloadable cross brand business planning tool that helps IBM Software Business Partners analyze incremental investment and return when investing in IBM Software solutions.


JUST ANNOUNCED THIS MORNING -- JUST ANNOUNCED THIS MORNING -- Grow Your Business with IBM SoftwareGrow Your Business with IBM Software

Grow profitability by expanding your presence at your Grow profitability by expanding your presence at your

clientsclients

Based on Based on your existing skillsyour existing skills & selected to meet most & selected to meet most

pressing pressing customer needscustomer needs (product to product scenarios) (product to product scenarios)

Tool provides ability to: Identify Best Scenario, Gauge Tool provides ability to: Identify Best Scenario, Gauge

Investment, Get Started with Training, Sales ToolsInvestment, Get Started with Training, Sales Tools

60 cross-brand sell scenarios 60 cross-brand sell scenarios

If you sell:If you sell: Lotus NotesLotus Notes WebSphere WebSphere Application ServerApplication Server

WebSphere WebSphere PortalPortal

Content ManagerContent Manager System X, P, ISystem X, P, I Workplace Workplace FormsForms

X-Sell to: X-Sell to: Commonstore Commonstore for Lotus for Lotus DominoDomino

ITCAM for ITCAM for WebSphereWebSphere

TAMeSSO TAMeSSO OmniFindOmniFind Tivoli Storage Tivoli Storage Manager Manager

Content Content ManagerManager

Which Which Does…..Does…..

E-Mail E-Mail ArchivingArchiving

Manages all Manages all applications applications running on running on WASWAS

Enterprise Enterprise Single Single Sign on Sign on

Enterprise Enterprise Search across Search across multiple multiple repositoriesrepositories

Manage all Manage all your storage your storage devicesdevices

Common Common repository for repository for all types of all types of contentcontent

“In 2007, 75-85% of

revenue generated by

Partners will come from

their installed base”

(source: CHANNELCORP)

Customers are more

likely to buy (and buy

more) from a vendor they

already know.


Software is ProfitableSoftware is Profitable

Software tools on-lineSoftware tools on-line– BP Profitability Tool available online & at BP Profitability Tool available online & at www.ingrammicro.com/ibmwww.ingrammicro.com/ibm– Grow your business tool announced todayGrow your business tool announced today

Earn & retain high profit marginsEarn & retain high profit margins

– Leveraging the right tool & programs you can earn up to Leveraging the right tool & programs you can earn up to 40%40%– We’ll show you how!We’ll show you how!

Ingram/IBM should be your partner of choiceIngram/IBM should be your partner of choice – Over 30 people dedicated to IBM softwareOver 30 people dedicated to IBM software

– Integrated IBM SW and HW team Integrated IBM SW and HW team


Ingram Micro &Ingram Micro & IBM PartnershipIBM Partnership

Identify your Ingram Micro & IBM contactsIdentify your Ingram Micro & IBM contactsLeverage this team to grow your businessLeverage this team to grow your business

Get a PartnerWorld ID Get a PartnerWorld ID www.ibm.com/partnerworld/quickregistrationwww.ibm.com/partnerworld/quickregistrationUp to date information on programs, events, etc.Up to date information on programs, events, etc.

Become IBM enabledBecome IBM enabledLeverage education and world class support (KYI)Leverage education and world class support (KYI)

Make money with IBMMake money with IBMLeverage the incentives and programsLeverage the incentives and programs

Make money with Ingram MicroMake money with Ingram MicroLeverage everything they provideLeverage everything they provide

www.ingrammicro.com/ibmwww.ingrammicro.com/ibm


Executive SummaryExecutive Summary

IIBM is Committed to SMB and to our PARTNERSBM is Committed to SMB and to our PARTNERS

Growing your business is the highest priority of the Growing your business is the highest priority of the IBM and INGRAM teamIBM and INGRAM team

IBM has the largest solution and product portfolio in IBM has the largest solution and product portfolio in the industry the industry


CHAPTER CONTEST CHAPTER CONTEST

ALL IN WITH IBMALL IN WITH IBM

-- Chapter that grows revenue most over revenue Target Chapter that grows revenue most over revenue Target

- Ten Thousand Dollars : - Ten Thousand Dollars : $10,000 !!!!$10,000 !!!!

- Fourth Quarter - Fourth Quarter

- One Chapter will win - One Chapter will win

- Money will be shared within the chapter - Money will be shared within the chapter

- Ingram will set targets and Money will go thru VTN board- Ingram will set targets and Money will go thru VTN board


Further Questions?

Contact:Michael Connolly ([email protected])

Barbara Dell ([email protected])Candace LaVoy ([email protected])

[email protected]

www.ingrammicro.com/ibm

Date post:	27-Dec-2015
Category:	Documents
Upload:	matilda-price
View:	217 times
Download:	3 times

070502_1 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or...

Documents