© 2010 IBM Corporation
®
BP Sales Progression kit for Volume and Midmarket business
All links can be shared with Business Partners
Contact: Linda M Okoniewski/Lexington/IBM@IBMUS at [email protected]
H1 2012
© 2011 IBM Corporation2
Product Index
Business Analytics– Cognos Express – SPSS Modeler Premium
Industry Solutions– IBM Coremetrics Digital Marketing Optimization– IBM Secure File Transfer and Compliance (Connect:Direct)
Information Management– DB2 Express– Informix Growth, Choice & Innovator C– IBM Smart Analytics System 5710
Lotus – Lotus Domino / Lotus Notes– IBM Connections– IBM Forms Turbo– LotusLive– Lotus Quickr– Lotus Symphony– WebSphere Portal Express
Rational– Rational AppScan Express / Rational AppScan OnDemand– Rational Developer for Power Systems Software– Rational Team Concert Developer for Workgroups
Tivoli– Maximo Asset Manager Essentials / Maximo Asset Management– Tivoli Access Manager for Enterprise Single Sign-On – IBM Tivoli Endpoint Manager– Tivoli Storage Manager FastBack – IBM Tivoli Key Lifecycle Manager
WebSphere– IBM Blueworks Live– IBM Business Process Manager Express– WebSphere Application Server – Express– IBM WebSphere Cast Iron Integration– WebSphere MQ
Additional Resources
Note: All of the hyperlinks within this deck are BP accessible.
3Page 3
IBM Cognos Express Offering Validating / Qualifying Progressing / Closingibm.com• Cognos Express
Sales Plays/QRGs• BA for Midmarket QRG (Cognos
Express and SPSS Modeler) [BPs]
Sales Kits• Cognos Express sales kit [BPs]
BP Marketing Execution Blueprints:• NEW Business Analytics
Additional Resources• IBM Software Value Plus
Validating• Tools
Business Analytics ROI Tool by Aberdeen
• Demo Cognos Express Overview Demo
• Cognos Express Launch seminar-in-a-box – partner-driven live events: Overview on PartnerWorld
• Cognos Midsize Business Analytics Quarterly Virtual Summits. Cognos certified partners - nominate yourself to participate in next summit.
Qualifying• Nucleus ROI Study:
IBM Cognos and Concept One Accessories
• Transforming spreadsheets: planning, budgeting and forecasting for midsize companies
• Whitepaper: “Reporting for Midsize Companies”
• ” eBook: “Shortcut Guide to Achieving BI in Midsize Companies
Demos• Cognos Express In Action – IBM Busine
ss Partner Demos
Case Studies • NEW
Catnic constructs a stronger position for negotiations ... Gaining greater insight into customer profitability with IBM Cognos Express
• NEW AE Smith integrates budgeting, forecasting and reporting ... Improving flexibility for end users while cutting reporting time by 50 percent
• NEW J. B. Poindexter and Co. upgrades its reporting systems ... Saving up to $75,000 a year with an IBM Cognos Express solution from PREDICTif Solutions
Tools• IBM Self-Assessment Tool for Midsized B
usiness: Use with clients to quickly pinpoint business and IT performance needs and offer specific IT recommendations.
Trial• Evaluate: IBM Cognos ExpressFinancing• IBM 0% Software Financing makes it eas
y for clients to budget for and acquire the one-time-charge software they need.
• IBM Cognos Express: IBM Financing Advantage for Express Solutions – financing as low as US$25/user/month
Key Offers Return to Product IndexUpdated 12/2011
4Page 4
IBM SPSS Modeler PremiumOffering Validating / Qualifying Progressing / Closingibm.com• SPSS Modeler Premier
Sales Plays/QRGs• BA for Midmarket QRG (Cognos Express
and SPSS Modeler) [BPs]
Sales Kits • IBM SPSS Sales kit
BP Marketing Execution Blueprints:• NEW Business Analytics
Additional Resources• IBM Software ValueNet
Validating• SPSS Modeler Premium Data Sheet:
Improve Model Accuracy with Unstructured Data
• Brochure: Solve your toughest challenges with data mining
• Solution brief: SPSS & Cognos: Gain insights to improve performance and care [March 2011]
• Solution brief: SPSS & Cognos: IBM Watson - Transform insights into action [April 2011]
Qualifying• Whitepaper
: Three Proven Methods to Increase ROI from Data Mining
• Whitepaper: Decisions that Drive Success
• Whitepaper: Seven Reasons You Need Predictive Analytics Today
• Events: IBM SPSS Data Mining Workshops, 6-7 live hands on events per quarter
Customer references• Mentoring Minds – Turning data into
sales New • InSites Consulting helps a major
pharmaceutical company understand consumer behavior New
Demos• Predictive Analytics: demo/video
Financing• IBM 0% Software Financing makes it
easy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
Page 5
IBM Coremetrics Digital Marketing OptimizationOffering Validating / Qualifying Progressing / Closingibm.com• IBM Coremetrics Digital Marketing Optimi
zation Suite
Sales Plays/QRGs• Use Benchmarking as a Competitive
Advantage for Web Analytics– Business Partner Sales Play Link– Business Partner QRG Link
Sales Kits• Coremetrics sales kit (PartnerWorld link)
BP Marketing Execution Blueprints:• Coming soon! – offering to be included in
Midmarket (MMPF) Smarter Commerce campaign in Q2 2011
Additional Resources• Everything to know about IBM Coremetric
s Digital Marketing Optimization Suite Software (software announcement PDF)
• Enterprise Marketing Management (EMM) resources (PW link)
Validating/Qualifying• CMO Study and Smarter Commerce
Thought Leadership– Business Partner Webcast: November
15 (Replay available)– Customer Webcast: November 17 (Re
play available)
• IBM - 2011 MM CMO Study– IBM 2011 Global CMO Study- Georgia
Aquarium: Employees – IBM 2011 Global CMO Study Compilati
on– Midmarket Insights from the Global CM
O Study (PW link)
• IBM Coremetrics Digital Marketing Optimization Suite, Bringing Science to the Art of Digital Marketing
• Smarter Commerce Stories (‘adjacency plays’ – grow the sale)
– Smarter Commerce Overview: Optimizing Your Market Processes
– Customer in Focus: City Beach – Smarter Commerce Retail Shopping E
xperience Demo
Demos• “
Request a demo” Web form (for customer use)
Case Studies• Client Success Stories (by industry) -- all
segments
SaaS Incentive Program from Business Partners
• Overview and more details (PW link)
General Pricing• Entry level price point: USD $21,000/yr
– Pricing starts at $1750 per month and is based on monthly usage levels and the number of solutions selected
• Average deal price point: USD $40,000/yr– Calculated based on the 12-month annualized deal
size (Actual average deal price). Customers must purchase the base Coremetrics Web Analytics product (SW/CMWA - Coremetrics Web Analytics) and then add functionality as needed.5
Key Offers Return to Product IndexNew! 12/2011
6Page 6
IBM Secure File Transfer and Compliance (Connect:Direct)
Offering Validating / Qualifying Progressing / Closingibm.com• IBM Sterling Connect:Direct
Sales Plays/QRGs• Secure File Transfer and Compliance Sa
les Play (PW link)
• QRG (Secure File Transfer and Compliance) (PW link)
BP Marketing Execution Blueprints:• Coming soon! – offering to be included in
Midmarket (MMPF) Smarter Commerce campaign. Check the Midmarket Execution Blueprints on Partnerworld for the latest.
Validating• 2 Minute Explainer - Flash Video • Connect:Direct Data Sheet
Qualifying
White Paper: FTP is free, but can you really afford it?
White Paper: Removing the Barriers of Traditional FTP to Facilitate Secure File Transfer
Case Studies• UniLever – MFT Unilever lowers
operational costs for security-rich, reliable file transfers with IBM Sterling Managed File Transfer. (external link)
• Bank of Communications – Connect:Direct Bank of Communications relies on IBM® Sterling Connect: Direct® for security-enhanced file transfer (external link)
General Pricing
Contacts B2B/Managed File Transfer -
William McKinney
Mid Market Ready: Dec 27, 2011
Key Offers Return to Product IndexNew! 12/2011Return to Product Index
7Page 7
IBM DB2 ExpressOffering Validating / Qualifying Progressing / Closingibm.com • DB2 Express
Sales Play• DB2 break free - lowering cost of data
sales play [BPs]
• Replace Oracle with DB2 9.7 and save on data infrastructure costs and performance sales play [BPs]
Marketing Execution Blueprint:• Oracle/Sun Attack• NEW Information Infrastructure
Validating• Brochure:
Proven Cost Savings with DB2• Demo: DB2 Executive Demo• eBook:
Six Reasons to move from Oracle to IBM
• NEW Why Midsize Sun/Oracle Customers Turn to IBM
Qualifying• ITG Report:
IBM DB2 9.7 Cost Savings Potential Compared to Oracle Database 11g
• Migration to DB2 is an SAP standard process. Both SAP and IBM provide free tools to help accelerate the time required by the migration. Click here
• DB2 9.7 SQL Compatibility Demo• IM Client References on YouTube –
search on “DB2”, “DB2 migration”
• Case Study: Anderson University - Optimized performance helps ensure the system can send thousands of messages in a very short period of time
• Reference: A web based entertainment firm replaced a combination of Java, Sun and Oracle with IBM and open source for significant cost savings and performance improvements.
• Case Study: An India-based IT provider moved from an open-source database to support-only DB2 Express-C and reduced the number of tables to support by 2/3rds.
• Reference: Mid-sized German manufacturing company migrates to DB2 from Oracle and reduced database size by 40%.
• Trials: DB2, DB2 Express-CFinancing• IBM 0% Software Financing makes it easy f
or clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
8Page 8
IBM Informix Growth, Choice & Innovator COffering Validating / Qualifying Progressing / Closingibm.com • Informix Growth Edition
Sales Kits / Playbooks• Informix Playbook [BPs]
Marketing Execution Blueprint:• NEW Information Infrastructure
Additional Resources• Co-Marketing Center assets (key word:
Informix)
• BP Quick Reference Tool: Stay up-to-date with the latest sales information for Informix BPs
Door Opener Offers:Business Analytics ROI Tool by AberdeenInformix Low Administration ROI (use IE)Informix Continuous Availability ROI
Nurturing Offers:e-books:• Do More with Less – Hassle Free Data M
anagement with IBM Informix
Whitepapers / reports• The Total Economic Impact of Informix • Cost/Benefit case for IBM Informix compa
red to Microsoft SQL server
Brochure:• Informix Product Family
Webinars: • Informix Database: Total Economic Impa
ct
• YouTube Videos – Informix the Foundation of Smarter
Closing Offers:• Discover the Informix Roadshow, Tech
nical Bootcamps and Partner Bootcamps
Case Studies• BP and Client Success Stories
(Informix)
TrialsTrial downloads of Informix
Financing• IBM 0% Software Financing makes it e
asy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
9Page 9
IBM Smart Analytics System 5710Offering Validating / Qualifying Progressing / Closingibm.com IBM Smart Analytics 5710
Sales Kits• IBM Smart Analytics 5710 for the Mi
dmarket
Sales Guide • Conversation Starter for IBM Smart
Analytics System 5710
Marketing Execution Blueprint:• NEW Information Infrastructure
Analyst Reports / White Papers• The Analytics Revolution: Optimizing Repor
ting and Analytics to Make Actionable Intelligence Pervasive
• Changing the Dynamics of the Business with Analytics
Data Sheets / brochures and Briefs• IBM Smart Analytics Systems 5710
Data Sheet • IBM Smart Analytics Solution Brief• Customer Case Study:
A. G. Barr Obtains Rapid Insight Into Brand Sales
• Solution Briefs: Healthcare Provider, Healthcare Payor, Retail, Telco, Insurance, Banking/Finance
Webcasts / Video/Demo• Podcast:
IBM Newest : Smart Analytics 5710 for the Midmarket
• Video: IBM Smart Analytics System 5710 You Tube Video
• Demo: IBM Smart Analytics Demo• Demo: Infosphere Warehouse Packs
Demo
• Smart Analytics System Messaging Brief
• Industry Marketing Templates for Business Partners
• Data Warehousing and Analytics, featuring IBM Smart Analytics System 5710
Whitepaper: • ITG cost / benefit case vs. Exadata:
executive brief, management brief• Aberdeen Group:
Effective Analytics in the SMB Market: Delivering Measurable Business Results
Financing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
10Page 10
IBM Lotus Notes / Domino ExpressOffering Validating / Qualifying Progressing / Closingibm.com• Lotus Notes • Lotus Domino Express
Sales Kits• Lotus Domino Express• Lotus Notes /Domino• IBM Collaboration Solutions Lotus
Business Partner Progression Kit
BP Sales Plays• Social Collaboration• Begin Your Social Business Agend
a
Marketing Execution Blueprints: • NEW Social Business
Additional resources• Collaborative solutions for growth
and innovation
Validating• Webcast Reach High for the ROI: Forrester
Consulting explains the economic benefits of upgrading to Lotus Notes / Domino
• Brochure: Messaging and collaboration solutions for small to midsize businesses
• Social Collaboration Sales Play: Reach existing Notes and Domino accounts with value proposition of moving to release 8.5.3 to reduce TCO by up to 30%
• What's new in Notes/Domino 8.5.3 Collaborative business solutions - For highly productive organizations
Qualifying• Case Studies: Notes and Domino Customer
success stories• Lock in savings with Lotus software offer: IBM
is announcing new pricing and financing deals that help customers spread the payments for new licenses of Lotus software and save them big money!
• Express Quick Reference Guide• Brochure:
Lotus Notes/Domino Beats the Competition
• Video: Domino 8.5.3 + Connections Entitlement
• Trial: Lotus Notes Domino Designer, and Domino Administrator clients 8.5 software: 90 days free trial
• Trial: Lotus Domino and Lotus iNotes 8.5 software: 90 days free trial download
• Domino 8.5.3 Whitepaper Powering Social Business with Domino
• Lock into Saving with Lotus Software• ICAT: IBM Collaboration Assessment
Tool• MM Case Study Cabin Attendants
Union
Financing• IBM 0% Software Financing makes it
easy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
11Page 11
IBM ConnectionsOffering Validating / Qualifying Progressing / Closingibm.com • IBM Connections [www]
Sales Kits• IBM Connections• IBM Collaboration Solutions Lotus B
usiness Partner Progression Kit
Sales Play: • Social Business through exceptional
work experience
Additional resources• IBM Collaboration Solutions for Smal
l Deals Briefcase
Brochures & Briefs• Transforming your business with social
and real-time collaboration• Social content management solutions from
IBM New
White papers• Becoming a Social Business: the IBM Stor
y – IDC
• Business Solutions Catalog• Gartner Magic Quadrant for Portals• Electronic forms and process automation:
Selecting the right technology for your needs
Videos and Webcasts• Video:
Royal Bank of Canada and Australian Football League
• Video: IBM Forms turbo: From Zero to Data in 5 Minutes
• Webcast: Becoming a Social Business• Webcast: Future of MarketingForrester Report: Become a Social CMO
Case Studies & References• Social Business Case Studies from 2.0
Adoption Council Members• Rheinmetall AG and becoming a social b
usiness with IBM Software• Sogeti fosters global collaboration with
IBM Lotus Connections• Berlitz taps intelligence of global workfor
ce for best product quality• Imtech ICT helps people connect with ea
ch otherTrials: Evaluate IBM FormsTools• IBM Collaboration AssessmentFinancing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
• IBM Cost Busters
Key Offers Return to Product IndexUpdated 12/2011
12Page 12
IBM Forms TurboOffering Validating / Qualifying Progressing / Closingibm.com • IBM Forms [www]Sales Kits• IBM Forms• IBM Collaboration Solutions Lotus B
usiness Partner Progression KitSales Play: • Exception Web ExperienceAdditional resources• IBM Collaboration Solutions for Smal
l Deals BriefcasePodcasts: look for these:• Deepen Customer Relationships and
Expand your Brand with IBM Exceptional Web Experience Software New
• Simple Solutions, Serious Impact: Get Exceptional with IBM Forms New
Demos, Videos and Webcasts• Demo:
IBM Forms where business process automation begins
• Video: The new IBM Forms 4.0: Designing Forms that use Web Services
• Webcast: “Free” Open Source Portals: Myth, Hype or Reality?
• IBM Forms Sample Catalog
Brochures / Data Sheets• IBM Forms Industry• Engage and Delight more customers with
an Exceptional Web Experience• IBM Forms: Flexible, valuable eForms and
workflow to help speed process automation
White papers• Business Solutions Catalog• Gartner Magic Quadrant for Portals• Electronic forms and process automation:
Selecting the right technology for your needs New
Videos and Webcasts• Video:
Royal Bank of Canada and Australian Football League New
• Video: IBM Forms turbo: From Zero to Data in 5 Minutes
• Webcast: Save money and reduce time to value by streamlining forms processing New
Forrester Report: Become a Social CMO New
Case Studies & References• Video: Slumberland Furniture New• Video:
Portal NOW Gecko Footwear Partner Site New
• Case Study: Retail Industry: TRI WEST Ltd
• More case studiesTrials:• Evaluate IBM Forms• Try IBM FormsFinancing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
• IBM Cost Busters
Key Offers Return to Product IndexUpdated 12/2011
13Page 13
IBM LotusLiveOffering Validating / Qualifying Progressing / Closingibm.com • LotusLive [www]
Sales Kits• LotusLive • IBM LotusLive Engage sales kit• LotusLive iNotes sales kit • IBM LotusLive Notes sales kit • IBM Collaboration Solutions Lotus B
usiness Partner Progression Kit
Sales Plays• Rapid Expansion with Cloud Advanta
ge [BP]
• Social business through exceptional work experience
Marketing Execution Blueprint: • NEW Social Business
Additional resources• Webinar:
Driving Social Business from the Cloud with SugarCRM on IBM LotusLive
• LotusLive Integrated Apps
Briefs & Datasheets• Become a social business in the cloud• LotusLive Collaboration Suite • LotusLive Engage• Cloud Computing in the MM: Assessing th
e Options New
• LotusLive Connections• LotusLive iNotes• Redguide: LotusLiveWhite papers• IBM LotusLive Engage Security• IDC White Paper: Cloud Computing in the
Midmarket: Assessing the OptionsDemos• LotusLive Silanis demo – Banking Industry• IBM LotusLive Collaboration Suite• IBM LotusLive EngageEvents / Webinar• Cloud for Midsize Businesses: Essential st
rategies to simplify IT [VBC]
• Take your email to the Cloud [on 24 registration page]
Qualifying• IBM LotusLive reviewer guide • Social Business Podcast Series
Case Studies & References• Video:Signature Mortgage / Customer
Case Study: Signature Mortgage• Video: FIDM• Video: aatranslations / Customer Case
Study: aatranslations• IBM LotusLive customer references• Customer Case Study: Canderel• Panasonic Chooses IBM LotusLive• Video - Reference: SIT Group• LotusLive Integrated AppsTrials:
60-day IBM LotusLive Engage/LotusLive iNotes
Calculators / Assessment Tools• IBM Collaboration Assessment
[Aberdeen tool, registration required]• IBM Cloud ROI TCO calculator
[registration required] New• LotusLive Cost Savings Calculator• Estimate your savings with LotusLive me
ssaging solutions!Financing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
14Page 14
IBM Lotus QuickrOffering Validating / Qualifying Progressing / Closingibm.com • Lotus Quickr [www]Sales Kits• IBM Lotus Quickr Sales Kit • IBM Collaboration Solutions Lotus
Business Partner Progression KitSales Plays• Upgrade, Save and Extend BP
Sales Play • Social Business through Exception
al Web Experience• Social business through exception
al work experience
Marketing Execution Blueprint: • NEW Social Business
Additional resources• Blackberry Client for IBM Lotus Qu
ickr• IBM Lotus and WebSphere Portal
Business Solutions Catalog
Brochures• Business-ready mobile collaboration tools for yo
ur Blackberry smartphone New
• Quickr Domino Brochure: IBM Lotus Quickr 8.5 for Domino software Enhanced team collaboration inside and outside the firewall
• Lotus Quickr 8.5 Quick Reference Guide: for Business Partners
• Knowledge Site: How can Lotus Quickr for Domino software help foster effective teams?
• Domino Integration for IBM Lotus Quickr Webcast• Early Benefits of Enterprise Social Software• Content and Collaboration Workspaces• Social Business is real businessWhite Papers• Transforming your business with social and real-
time collaborationDemos• Flash Demo: Overview of Quickr using Greener
Autos • Lotus Quickr demo• Using Lotus Quickr on the iPhone
• Analysis Tool for Lotus Quickr• Lotus Quickr Case Studies:• Customer case: How Griffith
University Is Using IBM Lotus Quickr To Advance Team-based Collaboration
• Case study: Hardware retailer increases mobile messaging security and flexibility while improving integration using IBM Lotus Domino and Quickr
• ICAT: IBM Collaboration Assessment Tool
• Trial: Register for Greenhouse to try Quickr 8.5
Financing• IBM 0% Software Financing makes it
easy for clients to budget for and acquire the one-time-charge (OTC) software they need.
• IBM Cost Busters
Key Offers Return to Product IndexUpdated 12/2011
15Page 15
IBM Lotus Symphony: NO CHARGE COMPLETE OFFICE SUITEOffering Validating / Qualifying Progressing / Closingibm.com • Lotus Symphony [www]
Sales Kits• Lotus Symphony• IBM Collaboration Solutions Lotus
Business Partner Progression Kit
Sales Plays• Upgrade, Save and Extend sales p
lay• Social business through exception
al work experience
Marketing Execution Blueprint: • NEW Social Business
Validating•
New Lotus Business Solutions Catalog on Greenhouse (BP & IBM content) [Symphony view]
• Lotus Symphony - Customer presentation and demonstration files
• Brochures and Flyers: Lotus Symphony
Qualifying• Value Proposition: Lotus Symphony• Symphony Site & Free Download • Demo: IBM Lotus Symphony• Demo:
Getting Started with IBM Lotus Symphony• Customer Presentations: IBM Lotus
Symphony
• Competitive Differentiators: in Symphony Quick Reference Guide
• Competitive Information White Paper and Video: Lotus Symphony New
• Cost Savings Calculator: Lotus Symphony• No-charge Lotus Symphony downloads –
products, tools and toolkitsFinancing• IBM 0% Software Financing makes it easy
for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
16Page 16
IBM WebSphere Portal Offering Validating / Qualifying Progressing / Closingibm.com • WebSphere Portal [www]• offeringSales kits• IBM WebSphere Portal• IBM Collaboration Solutions Lotus B
usiness Partner Progression Kit• Lotus and WebSphere Portal Busine
ss Partner Progression KitSales Plays• Exceptional Web Experience [BP] • Social Business through Exceptional
Web Experience• Social business through exceptional
work experience
Marketing Execution Blueprint: • NEW Social Business
Additional Resources• IBM WebSphere Portal new features
and improvements in Version 7• Webcast:
“Free” Open Source Portals: Myth, Hype or Reality?
• Podcast: Deepen customer relationships and expand your brand with IBM Exceptional Web Experience Software New
• Catalog: IBM Lotus and WebSphere Portal Business Solutions Catalog
Brochures• Ready set, deliver: Leverage IBM industr
y specific capabilities to quickly deliver a tailored web presence New
• IBM Forms Industry• Brochure: Exceptional Web Experience
offerings from IBM• Brochure: WebSphere Portal Express• Brochure:
Engage and Delight More Customers with an Exceptional Web Experience
White papers• Business Solutions Catalog• Business Value Assessment Forms• Gartner Magic Quadrant for Portals• Evaluation of Build versus Buy for Portal
SolutionsWebcasts• Save money and reduce time to value by
streamlining forms processing New
Forrester Report: Become a Social CMO New
Videos• Fashion Institute of Design and Merchan
dizing New
• Royal Bank of Canada and Australian Football League New
•Video: Slumberland Furniture New•Case Study: Retail Industry: TRI WEST Ltd
•Case Study: Travel & Transportation Industry – Icelandair
•Case Study: Gartner: New York saved millions by using eforms to process complex tax filings New
•Case Studies and References: IBM WebSphere Portal Express Version
•Competition: IBM WebSphere Portal Express
•Pricing: IBM WebSphere Portal Express Version Trails: Portal Express
Demos and Trials•Demo: IBM WebSphere Portal insight: delivering exceptional Web experiences is in our DNA
•Trial: IBM WebSphere Portal Express - 60-day trial
•IBM Forms TrialFinancing•IBM 0% Software Financing makes it easy for clients to budget for and acquire the one-time-charge (OTC) software they need.
•IBM Cost Busters
Key Offers Return to Product IndexUpdated 12/2011
17Page 17
IBM Rational AppScan Express Offering Validating / Qualifying Progressing / Closingibm.com • Rational AppScan Express • IBM Managed Security Services • Protect your business on the Web
Sales Kits• Rational AppScan portfolio [static and dy
namic analysis
• Sales Kit on Partnerworld
Additional Resources• Quick Reference Guide on PW• Up-to-Double (2X) SVI competitive initiati
ve• The IBM X-Force Threat Report• Roadmap for Midsize Businesses Global
Sales Play • Better Quality at Lower Cost sales kit
Marketing Execution Blueprint: • Web Application Security
Validating• Video: Real Innovation with Real
Budgets• YouTube - Intro to AppScan Standa
rd• Podcast: What, why, and how of ap
plication security
• Video: Web Security in Six Minutes
• Solution Brochure: Web Application Security
• Security and Compliance Solution Brief on Healthcare
Qualifying• Demo: Introduction to Rational
AppScan• Motivations for SW security: An exe
cutive overview Whitepaper• Web Seminar Series:
Managing the Data Explosion – including Data Security Deep Dive
• Trial Download: Rational AppScan
• Biz Value Estimation Tool: Rational AppScan Business Value
• eBook: Securing today's applications
• Trial code – Rational AppScan
• Review: IBM Web Application Protection Ably week Combines Proactive and Reactive Security Measures
• Case Study: DeCare Systems Ireland • Leveraging IBM Rational's application
security and portfolio management solutions for COLT Telecom's services customer video
Financing• IBM 0% Software Financing makes it eas
y for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
18Page 18
IBM Rational Developer for Power Systems Software Offering Validating / Qualifying Progressing / Closingibm.com • Rational Developer for Power Syste
ms Software
• Rational Team Concert for Power Systems Software Express Edition
Sales Plays• Power Your Innovation sales kit Sal
es Play for AIX: [BPs]
Sales Kits• IBM Rational Developer for Power
Sales Kit [BPs]
• IBM Rational Team Concert for Power Sales Kit [BPs]
Blueprint: PowerSystems IBM I Low-end Portfolio
Validating•
ROC Guides for Selling Rational on Power: Unique ROCs for selling Rational on Power i or AIX
Qualifying• Article from IBM Systems Magazine: Get
the Most out of Your Systems with new Rational Power Tools
• Article form IBM Systems Magazine: Rational Team Concert Makes Vital Collaboration Easy
• Video: Rational Solutions for Power Systems
• eKit: emPower Your Business
• Online Trial: IBM Power Systems Sandbox
• Trial Download: Rational Developer for Power Systems
• Trial Download: Rational Team Concert for Power Systems
Financing• IBM 0% Software Financing makes it easy
for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
19Page 19
IBM Rational Team Concert Developer for WorkgroupsOffering Validating / Qualifying Progressing / Closingibm.com • Rational Team Concert Developer for Wo
rkgroups
Sales Kits & Prospecting Guides• Rational Team Concert Sales Kit • Getting Started with Rational Agile Soluti
ons sales kit • Jazz Integration: CLM Play for Business
Partners
Marketing Execution Blueprint:• RTC Developer for Workgroup
Additional Web Resources• Getting Started with Agile • Rational Software for Microsoft Visual Stu
dio
Validating• Video: Real Innovation with Real
Budgets• Solution Brief: Agility at Scale• Webcast:
The Apples to Oranges Dilemma - All Agile development tools are not the same
Qualifying• Demos: Choose from a for wide range
of customer situation available in the RTC sales kit
• ROI Tools and ROI Calculator: Rational Team Concert - Determine Your ROI in Three Minutes
• Evaluation Guide: Rational Team Concert
• Whitepaper: Extending open source for more effective software delivery
• Try Before You Buy: 10 Free Licenses!: Rational Team Concert
• POT Workshop: Collaborative Software Development using Rational Team Concert
• Case Studies
Analyst Report: EZ-Insight: The IBM Rational Jazz Strategy for Collaborative Application Lifecycle Management
Blog: Rational Team Concert
Financing• IBM 0% Software Financing makes it e
asy for clients to budget for and acquire the one-time-charge (OTC) software they need.
• Up to Double SVI Competitive Incentives for Business Partners
Key Offers Return to Product IndexUpdated 12/2011
20Page 20
IBM Maximo Asset Management EssentialsOffering Validating / Qualifying Progressing / Closingibm.com • Maximo Asset Management Essentia
ls• Maximo Asset Management
Sales Plays• Maximizing operations with Maximo
solutions QRG: Outlines business value, targets clients, pain points and more.
• Smarter Cities 3-in-1 QRG: Focuses on the Smarter Cities initiative and three entry solutions that deliver key capabilities Cities need most and are investing in first. These include 1) Asset Management, 2) Business Analytics, and 3) Portal solutions.
Sales Kits• Maximo Asset Management [BPs]
Marketing Execution Blueprint:• Smarter Cities
• Enterprise Asset Management telescripts (BPs): Use to help execute demand generation calls, build leads, and progress sales
• Maximo Industry Plays and ROI Kits: Leverage this wide variety of Maximo Business Partner Kits for your specific customer situation
White paper• IBM Maximo technology for business
and IT agility
Library of assets• Case studies, white papers and more!
• IBM Self-Assessment Tool for Midsized Business: Use with clients to quickly pinpoint business and IT performance needs and offer specific IT recommendations.
Financing• IBM 0% Software Financing makes it easy for
clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
21Page 21
IBM Tivoli Access Manager for ESSO
Offering Validating / Qualifying Progressing / Closingibm.com • Tivoli Access Manager for Enterprise
Single Sign-On
Sales Kits• Tivoli Access Manager for Enterprise
Single Sign-On Sales Kit [BPs]
Marketing Execution Blueprint• Security Optimization
Additional Resources• Roadmap for Midsize Businesses Gl
obal Sales Play BP QRG
• Telesales Guide For BPs QRG: Quick Reference Guide
Validating• Magazine Article: IBM ForwardView
Magazine - Focus on Security and TAM ESSO
• Gartner RAS Core Research Note: MarketScope for Enterprise Single Sign-On
• Additional White Papers: Forrester Wave and Gartner Scope
Qualifying• Demo: IBM Business-driven Security
Overview• Demo: Healthcare Demo for Customers -
Identity and Access Assurance for Health care
• Trial Code Download for US ONLY
Case Studies• BlueCross BlueShield of North
Carolina ... an IBM Client Reference video
• Case Study: Bradford Council transforms internal processes with IBM and SAP
Events• Pulse Comes To You
Tools• IBM Self-Assessment Tool for Midsized
Business: Use with clients to quickly pinpoint business and IT performance needs and offer specific IT recommendations.
Financing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
22Page 22
IBM Tivoli Endpoint ManagerOffering Validating / Qualifying Progressing / Closingibm.com • IBM Tivoli Endpoint Manager
Sales Kits• IBM Tivoli Endpoint Manager Sales Kit [BPs]
Sales Plays• Patch Now and Forever with TEM for Patch Ma
nagement [BPs] Sales Acceleration Play
• Managing and Securing Distributed Endpoints [BPs] Tivoli Channel Sales Play
• Roadmap for Midsize Businesses Global Sales Play [BPs] Global GB MM Sales Play
Additional Resources• Flyer IBM Deploys TEM Internally
Data Sheets (* = 11/2011 refresh)• Data Sheet Lifecycle Management *• Data Sheet Security & Compliance *• Data Sheet Patch Management • Data Sheet Core Protection *• Data Sheet Power Management
Solution Briefs• Solution Brief Unified Management• Solution Brief Security and Compliance• Solution Brief Telecommunications• Solution Brief Energy & Utility environments
Analyst Reports • Gartner Magic Quadrant PC Config Lifecycle• EMA Report for Software Asset Mgmt Q2 2011
Demonstrations • Security & Compliance for Distributed Networks• Demo BigFix Console Walk Through • Unified Lifecycle Mgmt for Distributed Endpoints
Videos / Podcasts / Blogs• The Best of IBM Tivoli Endpoint Manager YouTu
be Video Product Overview
• SaaS Endpoint Visibility & Security with TEM• St. Vincent's & Mater Health Sydney • Workday Customer: Podcast on Value
White Papers• New Your network is the new battlefield (Fed)• New Proactive response to advanced threats• Streamline Windows 7 Migration Experience• Optimizing Virtual Desktop Infrastructures• Effective Endpoint Mgmt - Lowest Total Cost• Smarter, Faster Endpoint Mgmt through ... : • Continuous Compliance - A best practice: • Re-writing the Rules of Patch Management
Case Studies• Case Studies: available in TEM BP Sales Kit• New Brit Insurance GB MM Reference • New Hutchinson Builders GBE Reference
Financing• IBM 0% Software Financing makes it easy for
clients to budget for and acquire the one-time-charge (OTC) software they need.
• IBM Cost Buster Solutions for Small Deals ibm.com Link & PartnerWorld Link
Key Offers Return to Product IndexUpdated 12/2011
23Page 23
IBM Tivoli Storage Manager FastBackOffering Validating / Qualifying Progressing / Closingibm.com • Tivoli Storage Manager FastBack • Tivoli Storage Manager FastBack fo
r Workstations
• Tivoli Storage Manager FastBack for Storwize V7000
Sales Kits• IBM Tivoli Storage Manager FastBa
ck sales kit [BPs]
• IBM Tivoli ROI sales kit [BPs]
Sales Plays• Data Backup and Recovery• Smarter Backup and Recovery with
TSM
Marketing Execution Blueprint• Data Backup and Recovery
Validating• White Paper: Next Generation Data
Protection for Midsize Companies • White Paper: Addressing Complexities of
Remote Data Protection
Qualifying• Refreshed Data Sheet• TSM FastBack Launchpad demo• Case Study: The Austin Diagnostic
Clinic. • Case Study: Eastern National Bank cuts
costs and boosts security with IBM• Case Study: Asian Pacific hospital
Progressing• Trial Code (AG), Trial Code (outside AG)
for TSM FastBack 60-day trial code• Trial Code Link for TSM FastBack for
Workstations. 30-day trial. If you have a need to create a campaign pointing to a different tactic code, use this link
• Demo: Launchpad demo - long version; Launchpad Demo - short version
Closing• Financing: IBM 0% Software Financing
makes it easy for clients to budget for and acquire the one-time-charge (OTC) software they need.
• Events: Pulse Comes To You• IBM Self-Assessment Tool for Midsized Bus
iness: Use with clients to quickly pinpoint business and IT performance needs and offer specific IT recommendations.
Additional Resources• IBM Cost Buster Solutions sample
configurations with financing from IBM to help progress and close small deals!
• Tivoli Storage Progression Toolkit
Key Offers Return to Product IndexUpdated 12/2011
24Page 24
IBM Tivoli Key Lifecycle ManagerOffering Validating / Qualifying Progressing / Closingibm.com • IBM Tivoli Key Lifecycle Manager
Sales Kits• IBM Tivoli Key Lifecycle Manager sales
kit [BPs]
Additional Resources• Tivoli Security Risk and Compliance
Solution overview
Data sheet • IBM Tivoli Key Lifecycle Manager
(TKLM) Data Sheet - BPs
Demos• Demo: IBM Tivoli Key Lifecycle M
anager Guided Tour
• Flash Demo: IBM Tivoli Key Lifecycle Manager
White paper - thought leadership • IBM Systems Magazine "Keys to the Future"
Article
• www Article: "Centralize encryption key management on System z and reduce manual tasks"
• White Paper: Managing Data and Application Security Risks Cost Effectively
• Analyst White Paper: IBM Tivoli Key Lifecycle Manager
• Enterprise Storage Group (ESG) White Paper on IBM Information Architecture Initiative
• White Paper: Simplifying Key Management with TKLM
Return on investment tools • Business Value Analyst (BVA) ROI Estimating
Tool (BPs)
Financing• IBM 0% Software Financing makes it easy for
clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
25Page 25
IBM BlueWorks LiveOffering Validating / Qualifying Progressing / Closingibm.com • IBM Blue Works Live
Sales Kits• BlueWorks Live Sales Kit [BPs]
Sales Play• Achieve greater business agility with
Business Process Management [BPs]
• Realizing the Value of Cloud Computing
Blueprints: • Cloud Computing• Business Process Management New
Additional Resources• BPM Projects as Entry Points sales k
it• IBM BlueWorks Live BP assets [PW
search results]
Validating• Brochure: Download Blue Works Live
Qualifying
• Analyst Research Brief: IBM Breaks New Ground with Blueworks Live
White Paper:• “Three Steps to Progress BPM from Projec
t to Program”
Webinar: From Zero to Process in 90 Seconds
Case Study:
• Elevations Credit Union achieves process excellence with Blueworks Live
• Presbyterian Healthcare System-laying a foundation for innovation with BlueWorks Live
Free Trial
• Blueworks Live 30-Day Free Trial
Financing• IBM 0% Software Financing makes it eas
y for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
26Page 26
IBM Business Process Manager ExpressOffering Validating / Qualifying Progressing / Closingibm.com • Business Process Manager Expres
s
Sales Plays• Turn complexity into opportunity wit
h affordable BPM from IBM• Achieve greater business agility wit
h Business Process Management
Marketing Execution Blueprint: • Business Process Management
New
Validating / Nurturing Offers:• Whitepaper
“IBM Breaks New Ground with Blueworks Live by Neil Ward-Dutton, Co-Founder and Research Director - Macehiter Ward-Dutton” New
• Book “Business Process Management for Dummies” New
• Brochure IBM Business Process Manager - Powerfully Simple
QualifyingWhite Paper:• Three Steps to Progress BPM from Project to
Program
Quick Start Guide• IBM Business Process Manager Expre
ss
Financing• IBM 0% Software Financing makes it e
asy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
27Page 27
IBM WebSphere Application Server - ExpressOffering Validating / Qualifying Progressing / Closingibm.com • WebSphere Application Server – Expre
ss
Sales Kits• WebSphere Application Server
Blueprint• Close the Door on Open Source
Additional Resources• IBM WebSphere Sales Play: Expan
d the reach and value of your customer’s applications with WebSphere
Validating• WebSphere Application Server – Com
pare Editions
Qualifying• Video: Application Foundation Family
of Products Introduction• Brochure: Business Agility Now• Whitepaper: Driving Business Agility
through SOA Connectivity and Integration whitepaper
• IBM SOA Sandbox for ReuseTrials and downloads• Evaluate:
WebSphere Application Server Express
Case Studies• Leading construction company penetr
ates new markets: VCC leverages smartphone-enabled iExtensions CRM and a range of IBM products as a platform for dramatic business transformation
• Unique Express makes inroads to a smarter freight solution
• Estravel builds an integrated business system with IBM WebSphere and DB2
Financing• IBM 0% Software Financing makes it ea
sy for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
28Page 28
IBM WebSphere Cast Iron Cloud IntegrationOffering Validating / Qualifying Progressing / Closingibm.com • WebSphere Cast Iron Cloud integratio
n
Sales Kits
• Cast Iron Systems Sales Kit [BPs]
Sales Play: Realizing the Value of Cloud ComputingCast Iron Express – Quick Play
Blueprints • Cast Iron MidMarket Execution • Cloud Computing• Direct link:
Cast Iron Cloud Integration Blueprint
Additional Resources• Cast Iron BP assets [PW search
results]• Cast Iron BP Connect [Cast Iron
Landing Page on PW]• Connect Cloud and On-Premise Appli
cations [IBM Redbook]
ValidatingWhite Papers:• Integrating Platform as a Service: Mo
ving integration to the cloud• Connectivity in Context: Deliver appli
cation integration in days• Integration for Mid-Sized Companies
QualifyingWhite Papers:• Integrate SAP with Cloud Application
s in Days• Turbo-Charge SalesForce.com with
Cloud Integration
Webinar/Demo:
• Integrate Cloud to ERP with No Coding
• Integrate or Fail: Why Integration is Key to SaaS survival
Case Study:• Blackboard – SalesForce.com & Peoples
oft• CompWest Insurance• Endeca – SalesForce.com, SAP, QuickAr
row & Emptoris• Siemens – SAP, SalesForce.com,Chatter
& Data WarehouseWebinar• Manufacturing Best Practices – Insider Ti
ps from IBM, SalesForce.com and SummaTech
• "IBM Saugatuck Analyst Overview and eBioScience CaseStudy
Financing• IBM 0% Software Financing makes it eas
y for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
29Page 29
IBM WebSphere MQOffering Validating / Qualifying Progressing / Closingibm.com • WebSphere MQ
Podcast• Messaging and Integration
Sales Kits• WebSphere MQ Sales Kit
Sales Play:• Reduce Costs and Accelerate Integr
ation across organizations of all sizes with WebSphere MQ and WebSphere Message Broker Express
Blueprint:• Connect to Maximize the Value of Bu
siness Interactions
Validating• Interactive Whitepaper: Why Roll Your
Own? Build a reliable SOA Messaging Backbone with IBM WebSphere MQ
• SOA Connectivity and Integration Interactive Flash
• Video: Maximize the Value of Business Interactions – MQ v RYO
Qualifying• How to Demos and Whitepapers: IBM
WebSphere MQ TV
• Demos : • WebSphere MQ Demo (topline)• WebSphere MQ SOA Demo
• Whitepaper: Driving Business Agility Through SOA Connectivity and Integration
• 90-day free trial of IBM WebSphere® MQ v7.1
• Subscription and Support Information: IBM WebSphere MQ, Version 7.1
• Offering Information: IBM WebSphere MQ V7.1 delivers the universal messaging backbone for SOA, Web 2.0 and allows developers to integrate Cloud, Mobile and Smart Devices to the business network
• Case Study: Pankade Kaardikeskus achieves rapid, low-cost integration with IBM WebSphere MQ
Financing• IBM 0% Software Financing makes it eas
y for clients to budget for and acquire the one-time-charge (OTC) software they need.
Key Offers Return to Product IndexUpdated 12/2011
© 2011 IBM Corporation30
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Additional Resources
© 2011 IBM Corporation31
Additional Cross Portfolio Resources
Inside the Midmarket: a 2011 Perspective
Volume Offering Portfolio
Midmarket Offering Portfolio: Jumpstart Software sales in Midmarket
IBM PartnerWorld Global Partner Portal Incentives: SVI, VAP Internet Marketing Benefits MM Advertising – “Engines of a Smarter Planet” MM Social Media: Facebook, Twitter MMPF BP Marketing Execution Blueprints (Enablement & Campaign Assets)
IBM Self Assessment Tool for Midsize Business IBM Business Partner Profitability Tool Grow Your Business with IBM Software IBM Co Marketing Center IBM Midmarket Asset Gallery
The Portfolio
Tools to Grow Your Business
Generating Leads
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© 2011 IBM Corporation32
BPs can lead with affordable pricing on Volume SolutionsNew IBM Cost Buster Solutions for Small Deals
30 solution bundles, all addressing volume offerings Wrapped with very attractive financing from IGF Qualified clients can get financing for the total solution* Prices as low as $2 per user per month (i.e. IBM Tivoli Endpoint Manager)
Affordable financed IBM solutions that address midsize customers’ business needs.
* Including hardware, software, services for both IBM and non-IBM, in one contract with one predictable payment for transactions starting at $5K USD.
Use Cost Busters to open the door in new accounts
*IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates and availability are based on a client’s credit rating, financing terms, offering type, equipment type and options, and may vary by country. Non-hardware items must be one-time, non-recurring charges and are financed by means of loans. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice and may not be available in all countries.
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