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® Innovation through Partnerships Jim Corgel IBM, General Manager ISV and Developer Relations
®
Innovation through Partnerships
Jim CorgelIBM, General ManagerISV and Developer Relations
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The Marketplace is Changing
New client needs around innovation and growth
A new computing model for business
The rising tide of globalization
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Innovation Matters to CEOs
83% Know their business model must change 20% Manage change well
76% 51%
80% 50%
Value collaborative innovation
Are actively collaborating
Want to foster a
culture of innovation Have one today
Need for innovation is greater than ever
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University Programs
IBM Research Projects
EBOs
Early Stage Incubation Projects
Extreme Blue
Seed-stage Startups
FOAKs
IBM IndustrySolutions
IBM BusinessPartner Solutions
Ideas
VC Backed Firms(Early Stage)
Product & Service OfferingsVC Backed Firms
(Late Stage)
Joint Innovation Teams
IBM’s Innovation Portfolio: Business Partners are Key
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GenerallyAvailable
Bleeding Edge
IBM-led Innovation
External-ledInnovationInvolvement of
External Partners
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R&D expertise and history in creating premier companies
World leader in technology-related workforce
Rated as 2nd to Silicon Valley In the Entrepreneurship Index
Israel: Leading in Innovation
Israeli innovation at a glance:
- Israeli hi-tech companies influence $10B in IT spending
- 90% of their markets- outside Israel
- 50 active VCs operating in Israel
- 3,300 active hi-tech companies
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Capturing opportunity via global business development
Global Technology Unit - Driving Innovation
150 technical enablements a year- and more to come!
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Top Challenges for ISVs
ISVs looking to align with the right partners
How do I collaborate with others?
ISVs seek expansion into new markets
How can I reach new customers, industries, and geographies?
ISVs evaluating / adopting SaaS model
How do I change my business model? How do I go to market with SaaS?
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Build Collaborate
Sell Market
Technical Skills &Applications
Partner to Partner
Enhanced Benefits 1:1 Guidance
PWIN
Building an Ecosystem to Drive Innovation
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BuildGrow technical skills and develop applications
Virtual Center
Physical Centers
Regional Presence Globally Networked
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Technical resources to help you get to market fast
3,600 hardware and software technology
enablements
20,800 hours logged in Virtual and Self-Paced Workshops
34 IBM Innovation Centers with support in 8 languages
5,300 individuals received architecture and integration
consulting
6,100 developers gained skills at 400 technical seminars
2,000 Virtual Loaner reservations
IBM Innovation IBM Innovation CentersCenters
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developerWorksFind, learn, connect, and share
developerWorksdeveloperWorks
6 million unique members
321 developerWorks Live! events held with
23,921 attendees.
746,156 software downloads
Over 1 million skills activities
per year
1,642 new tutorials and articles were
published
37 community spaces
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Value Net Connections Find partners and develop
solutions together
Second Life™ Connect in a world without
boundaries
Communities Collaborate around high-growth
areas
CollaborateLink with IBM & other partners
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Value Net Connections: OverviewHelping partners to build repeatable solutions to meet customer needs
MARKETING
• Business Planning
• Agency Support
• Co-marketing
• Demand Generation
SALES
• Field-level sales linkage
• The Value Net Zone
• Sales Incentives
TECHNICAL
• Assigned IBM expert
• Porting and development assistance and support
• Private Value Net Zone
IDEAS KNOWLEDGE RELATIONSHIPS
VALUE NET CONNECTION
VALUE NET CONNECTION
IDEAS KNOWLEDGE RELATIONSHIPS
VALUE NET CONNECTION
VALUE NET CONNECTION
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Collaborative Innovation…with the community
* Blogs – Wikis – Podcasts – Lists – RSS Aggregator – Forums – Special offers –
Technical briefings - Technical library – dW custom feeds – Spotlight – Feature stories
Community spaces
Build “spaces” around:
1. Technologies
2. Products
3. Projects
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Market Reach new customers, industries, and geographies
Your Virtual Marketing Department
Build Awareness and Interest
Build Awareness and Interest
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Sales Incentives
Earn financial rewards
Earn financial rewards
Find the right IBM Seller
Find the right IBM Seller
Check your sales leads right from
your desktop
Check your sales leads right from
your desktop
Success Stories
Showcase your success to prospective customers
Sell with IBMClick. Connect. Close.
Sales Connections Benefits Status Portal
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The Challenge: Take a closer look at SaaS
New technologies and business models are creating new challenges- and opportunities
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SaaS Shifts Responsibility from Customer to ISV
Software Vendor Services Provider
1. Defining architecture
2. IT operations
3. Software maintenance
1. Solution infrastructure
2. Service level agreement
3. Solution upgrades
Client responsible for:
ISV responsible for:
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IBM helps ease the transition to SaaS
Build Collaborate Market Sell
Education
Technical resources
SaaS “Sandbox”
SaaSpace.com
2800 community members
SaaS marketing consultant
Customized marketing campaign
Customer success stories
Partner podcasts
Branding support
