ibmcompartnerworld copy September 2009 IBM Corporation

Overview Marketing SolutionsCollaborationTrainingTechnicalSelling

Put the power of IBM behind your businessGreater innovation Sustained strength Improved access to a world of opportunity

IBM PartnerWorld Program Guide

Learn more about our smarter planet initiative for Business Partners

(click here) (click here) (click here) (click here) (click here) (click here) (click here)

Specialized Resources (click here)

2

Overview

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Getting Started

Welcome to IBM PartnerWorld Wersquore glad yoursquove joined

This program guide provides an overview of some of the benefits

you have access to as an IBM Business Partner Tools

resources and support are described across the sales cycle

Consider this a roadmap to help you start your journey

as an IBM Business Partner and a way to navigate the road to

success in your collaboration with IBM

In this guide yoursquoll find information on a portfolio of benefits

tailored to help you win business and increase your profitability

every step of the way While no two Business Partners are

alike many share some of the same requirements ndash and want

support in similar areas So whether you resell IBM hardware

or software market IBM services or develop applications on an

IBM platform therersquos a wealth of resources for you in IBM

PartnerWorld and wersquove grouped benefits into the following areas

n Marketing

n Selling

n Technicaln Trainingn Collaborationn Solutions

Therersquos also a section on Specialized Resources that

extend across multiple areas and embrace many steps in a typical

sales cycleContinued

IBM PartnerWorld Program Guide ibmcompartnerworld

Consider this a roadmap to help you start your journey as an IBM Business Partner and a way to navigate the road to success in your collaboration with IBMResources

Whether yoursquore a reseller a consultant or integrator an ISV or all of

these benefits in each of these areas can help you address unique

requirements as well as those you might share with other firms

n Authorized resellers of IBM hardware focusing on the mid-market

can access a toolkit of reseller-specific benefits through

IBM Express Seller

n Integrators deploying a complex software solution can access

the IBM Software Assembly Toolkit and

n Developers can highlight their solutions in the Global Solutions

Directory and help drive awareness and sales

But these are just a few of many scenarios where we offer

valuable support when and where you want it Like any effective

collaboration we share the same objectives ndash to sell more

and deliver unprecedented client value And through PartnerWorld

we can both achieve these objectives

Keep in mind not all of the benefits referenced in this program

guide are universally available One of the best ways to become

better acquainted with the full measure of support available

through IBM is to visit the PartnerWorld Web site Access may

depend on where you do business as well as the level

at which you participate in PartnerWorld

3

Overview

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Continued

IBM PartnerWorld Program Guide ibmcompartnerworld

Resources

Overview

4 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Putting the power of IBM behind your business

Now that yoursquove joined PartnerWorld you are not only better

equipped to uncover opportunity and to find new avenues

of growth but you also can better satisfy client requirements for

innovative end-to-end solutions and serve as a trusted

strategic partner to customers PartnerWorld puts the power of

IBM behind your business to help you

n Increase demand for your solutions

n Open new markets and create exciting opportunities

n Grow your business

n Improve profitability

We strive in everything we do to offer the industryrsquos best Business

Partner experience ndash a relationship infused with trust reliability

respect and value Though we live in a world where change is

complex and constant IBMrsquos relationship with Business Partners is

governed by unchanging values and a consistent vision

These values and our commitment to our Business Partners are

articulated in the IBM Business Partner Charter

Together we are uniquely positioned to shape a new era of

leadership and growth

We look forward to a long and prosperous collaboration ndash and one

that benefits our mutual clients and delivers value

Continued

Resources

1 IBM Business Partners are vital to IBMrsquos business

2 Our relationship is a collaboration of equals

3 We invest in IBM Business Partnersrsquo success

4 We strive to provide the industryrsquos best Business Partner experience

in all respects

5 We work with our Business Partners to seize the opportunities presented

by a smarter planet

6 We ground our relationships in the core values of IBMers

Overview

5 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

ContinuedResources

Business Partner Charter Six Guiding Principles

Overview

6 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

What you can expect

As your Business Partner we can help you

n Provide industry insights and tools that can help understand

customer requirements technologies and trends and grow your

business in the most profitable markets based on this insight

n Promote your offerings

n Increase your visibility driving demand for the IBM-based

solutions you bring to market

n Create and manage sales opportunities from start to finish

n Access training education and valuable incentives to help you

deepen your skills and consultative capabilities

n Prepare you for new opportunities arising from emerging

technologies and trends and engage you in these opportunities

The support you can receive through PartnerWorld enables

you to create unique value for your clients ndash offering them easy

access to innovation across the IT continuum including

financing solutions We are deeply committed to ongoing improve-

ments to PartnerWorld that lower the cost and complexity of

doing business together enhance your performance across the

sales cycle and sustain a culture of meaningful collaboration

Developproduct or solution

Educate and enable

Understand the market

Publicize successes

Team and win deals

Generate awareness and leads

Continued

Resources

A tiered program

PartnerWorld is a tiered program with three distinct levels of

participation that reward your investment in IBM

n Member n Advanced n Premier

Business Partners who invest more in their IBM relationship can

receive higher-value benefits and resources through PartnerWorld

The more you align your business with IBM ndash increasing sales

collaborating with other Business Partners demonstrating valuable

expertise ndash the more we can connect you to opportunity Overview

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

7 IBM PartnerWorld Program Guide ibmcompartnerworld

Premier

Advanced

Member

Introduction to the IBM portfolio

n Extensive information and

enablement benefits

Moderate Investment

n Enhanced Marketing and Sales Support

Significant investment by the Business Partner

n Premier Business Partner Emblem

n Joint Marketing Planning

n Incentives and Rewards

Continued

Resources

Benefits and support extending across the sales cycle and at

every level of participation are easily accessible through the

PartnerWorld portal Tell us what your interests are and wersquoll deliver

information and support tailored to your profile

Qualification for the three unique membership levels is based on

your companyrsquos point attainments Points are earned by acquiring

skills developing and selling solutions driving IBM revenue and

achieving customer satisfaction

Criteria Checklist for PartnerWorld level

SkillsSolutions (Mandatory Minimums must be met)

Points

Approved Skills 1

Approved ISV Solution 7

Revenue

TOTAL

$250K Server and Storage (excluding xSeries) 1

$150K xSeries Printer and Retail Store Solutions 1

$75K Software 1

$150K IBM Services 1

SMB

$75K Server and Storage (excluding xSeries) 1

$50K xSeries and Printer 1

$25K Software 1

Customer Satisfaction

Conducted Customer Satisfaction Survey via 3rd party 1

Achieved NSI

79 ndash 85 2

86 ndash 100 4

Includes reseller and validated influencer revenue

Overview

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

8 IBM PartnerWorld Program Guide ibmcompartnerworld

Continued

Resources

3

3

3

3

3

3

3

3

3

3

3

3

How you work with us

The comprehensive support you receive through PartnerWorld is

delivered in a number of ways ndash often depending on the level

at which you participate in the program One-on-one support is

provided in some areas ndash for instance marketing resource

managers share expertise on an individualized basis ndash while online

access is available for many benefits

The PartnerWorld Web site is your single point of access to the

resources and benefits available to you as an IBM Business

Partner As a PartnerWorld participant you can customize your

experience based on your interests ndash and chose benefits

that align with your precise requirements Wersquoll even send you

news and special offers tailored to your interests

They key to this customization is the PartnerWorld Profiling System

a single profiling system providing one sign-on one profile and

many benefits Your profile defines your PartnerWorld level eligibility

for benefits and access to Web resources and communication

preferences In other words your profile tells us who you are and

what you are interested in so that we can deliver the support

you want All you have to do is keep your profile up to date

Remember too we are improving PartnerWorld all of the time By

keeping your profile current wersquoll be able to inform you of

the enhancements you need to know about ndash those aligned with

your interests

Start today

Start reaping the rewards of our collaboration now Take advantage

of the support highlighted in this program guide and across all of

PartnerWorld and put the power of IBM behind your business today

Who to contact for more information

Need more information about IBM PartnerWorld IBM PartnerWorld

Contact Services is ready to assist you Just click here for country-

specific contact information

Overview

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

9 IBM PartnerWorld Program Guide ibmcompartnerworld

As a PartnerWorld participant you can customize your experience based on your interests ndash and chose benefits that align with your precise requirements

Resources

n Publish Your Case Study n IBM Business Partner Application Showcase n Search Engine Optimization

Marketing

Interest

Demand

Awareness

Action

n Solutions-dailycom n Telemarketingn Hooverrsquos Online Sales Lead and Marketing Research Tool

n IBM Co-Funded Marketing n PartnerRewards n Campaign Designer n Client Event Package n IBM Web Content Syndication Services

n Marketing Navigator n Marketing Trainingn Marketing Resource Managers

n Heighten awareness of your firm and its products services or

solutions

n Create interest in your products services and solutions through

increased visibility among prospects and clients

n Drive demand among new audiences and in markets where

opportunity is greatest and

n Ensure action is taken to meet your marketing goals and

objectives

Marketing

Go to market faster smarter and more profitably using a robust

portfolio of marketing resources at your fingertips through

PartnerWorld Simply stated our mission is to deliver world-class

resources at every step of the marketing cycle to help you generate

leads and opportunity and close more business We invest in a

wide assortment of tools and resources to help you

Continued

10 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Resources

Marketing

Solutions-dailycom (Interest)

Solutions-dailycom helps establish your firm as an industry leader

setting you apart from the competition in todayrsquos crowded online

marketplace Through solutions-dailycom you can break through

the media clutter with relevant industry news

Telemarketing (Interest)

Telemarketing helps you generate leads quickly using local

telemarketing teams Available on a limited basis

11 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Continued

Featured benefits

Publish Your Case Study (Awareness)

Publish Your Case Study promotes your success by featuring your

specialty solutions in client-focused case studies

n Raise your visibility among Business Partners clients and

IBM audiences with a no-cost color brochure that IBM produces

for you

n Showcase benefits derived from your specialty solution

All Advanced or Premier members of PartnerWorld who qualify for

specialty benefits are eligible for this benefit

IBM Business Partner Application Showcase (Awareness)

IBM Business Partner Application Showcase is a forum for

promoting your industry applications to IBM clients and Business

Partners This resource is available at no cost to Advanced and

Premier Business Partners and is available in several languages

Search Engine Optimization (Awareness)

Search Engine Optimization enhances the marketing effectiveness

of your Web site by optimizing your visibility in online searches

n Obtain comprehensive search engine optimization services

consisting of a thorough examination of your Web site and

recommendations on how to improve your rankings in search

engine results

n Receive detailed information through an executive presentation

complete with illustrations and recommendations

n Use this information to make changes on your own or employ

our vendor services to take your site to the next level

Resources

PartnerRewards (Demand)

PartnerRewards helps you execute IBM solutions-oriented

campaigns based on eligible funding and revenue associated with

IBM Systems and Technology Group solutions

Campaign Designer (Demand)

Campaign Designer can help you boost marketing success with

a well-designed campaign strategy Instead of relying on a single

marketing tactic invest in an integrated campaign that involves

multiple tactics A multi-touch campaign can yield better results and

greater value for your marketing investment Available at no cost

to Business Partners Campaign Designer is an integrated tool that

can be used to

n Create postcards flyers self mailers invitations e-mail and

Web banners for more effective demand generation

n Customize high-quality brand and solution-specific marketing

materials tailored with your firmrsquos identity and solution messaging

Marketing

12 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Hooverrsquos Online Sales Lead and Marketing

Research Tool (Interest)

Hooverrsquos specializes in commercial data that companies can use

to build tailored prospecting and targeted campaign lists

Advanced and Premier Business Partners can receive a discount

on this service and access to more than 32 million companies

worldwide Whether you are looking to expand into new markets or

target prospects Hooverrsquos can help you grow your business

with their comprehensive insight and analysis

IBM Co-Funded Marketing (Demand)

IBM Co-Funded Marketing helps you execute IBM solution-

oriented campaigns based on allocated co-marketing funds you

can receive from IBM IBM shares in andor subsidizes demand-

generation marketing activities An online workflow application

is designed to assist invited IBM Business Partners to manage the

execution of marketing activities Available in 10 languages the

tool enables you to

n Generate professional direct mail campaign collateral at a fraction

of the cost

n Keep track of co-funded marketing program eligibility

n Manage and direct campaign development completely or

use one of IBMrsquos approved marketing vendors to assist in

the marketing activity

Continued

Resources

Marketing

13 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Client Event Package (Demand)

Client Event Package provides the resources you need to create

your own event with IBM We provide the location supporting

experts and in some locations catering You just bring your client

IBM Web Content Syndication Services (Demand)

IBM Web Content Syndication Services augment your Web site

with complete compelling IBM marketing assets designed to help

your company generate leads and drive sales

n Use no-cost Web content services to transform your Web site

into a powerful sales tool

n Leverage IBMrsquos Web content within your own site with minimal

effort customizing your site to include only the IBM products and

services that you carry

Marketing Navigator (Action)

Marketing Navigator is designed to help you market and sell your

products services andor solutions more effectivelymdashand

successfully navigate the tools and resources available through

PartnerWorld to ensure your marketing success Use Marketing

Navigator to identify tools you can use to

n Create a plan

n Generate demand

n Promote your success

Marketing Training (Action)

Marketing training provides you with access to wide-ranging

resources including workshops online seminars articles and

how-to guides

Marketing Resource Managers (Action)

Marketing Resource Managers are available at no charge to

provide one-on-one consultations These marketing specialists can

help you build a customized plan to grow your business Whether

you are looking for help in launching a product or closing a sales

opportunity marketing resource managers have the knowledge and

experience to help direct you to the right resources to help you

succeed

Resources

n IBM Express Seller n IBM Global Financingn IBM Education Pack

n Executive Assessment n BladeCenter and Storage Solution centersn Technical Exploration Centers n BPICs

n IBM Sales Connections n IBM Forum Centers (Europe) n IBM Briefing Centers n IBM Technology and Executive Briefing Centers n SW Executive Briefing Centers

Selling

DevelopImplementamp Confirm

Explore

Understand

n Understand your clientrsquos business and requirements

n Explore options and approaches clients can take to solve

a challenge

n Develop IBM-based solutions that embrace the value you

add to the equation

n Implement solutions and

n Confirm client value

A wealth of resources is available through PartnerWorld to help you

sell IBM-based products services and solutions Teaming with

IBM can connect you with opportunity and help you heighten the

value you deliver to clients Our end-to-end approach to sales

helps ensure that value is delivered across the sales cycle ndash from

pre-sales through implementation and support Benefits

available to you through PartnerWorld can help you sell more by

ensuring that you Continued

Selling

14 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Resources

IBM Technology and Executive Briefing Centers

(Understand)

IBM Technology and Executive Briefing Centers offer comprehen-

sive in-depth technology briefings product demonstrations and

solution workshops including

n Customized briefings tailored to specific sales objectives

(including your speakers)

n Executive andor technical level presentations

n Product demonstrations

n Interaction with product experts and executives

n e-briefings remote demonstrations and outbound briefings

n Partnership with IBM Sales Teams and Business Partners

Software Executive Briefing Centers (Understand)

Software Executive Briefing Centers provide a single point of

interaction for your customers to learn about IBMrsquos diverse portfolio

of software solutions They can help you accelerate expand

and close business by delivering customized briefings that lever-

age subject-matter experts in a professional environment

Executive Assessment (Explore)

Executive Assessment is a consultative selling methodology

to help you create compelling business cases and perform billable

consultative services It can be used as an offer in marketing

campaigns and help you

n Identify gather and document information needed to build

business cases present proposals and close software sales

n Access everything you need for creating compelling business

cases including forms checklists templates and streaming

multimedia training

More than 20 modules are available ranging from Information

Management solutions to WebSphere and cross-brand solutions

Selling

Continued

15 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Featured benefits

IBM Sales Connections (Understand)

IBM Sales Connections brings you together with experienced sales

representatives or Business Partners who can help you close

qualified sales opportunities faster by leveraging their customer

relationships and product knowledge IBM Sales Connections

helps you

n Establish a track record of success with IBM

n Receive visibility among IBM sales representatives and Business

Partners

n Establish productive long-term relationships with them

IBM Forum Centers in Europe (Understand)

IBM Forum Centers in Europe provide professional event manage-

ment and customer hosting platforms for sales and marketing

opportunities These high-quality interconnected centers serve as

an excellent platform for

n Raising awareness about IBM offerings

n Generating new leads and cross-selling opportunities

n Moving leads through the sales cycle

Resources

Selling

16 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

BladeCenter and Storage Solution Centers (Explore)

BladeCenter and Storage Solution Centers are demonstration

centers featuring IBM BladeCenter and storage technology

These Business Partner-operated facilities include multi-functional

lab space and can help you

n Accelerate sales and deployment of IBM BladeCenter solutions

n Showcase sales and technical leadership

n Serve as a venue for hands-on technology demonstrations to

clients and prospects

Technical Exploration Centers (Explore)

Technical Exploration Centers offer your customers an opportunity

to interact with the latest in IBM technology and equipment you

are selling

n Use meeting rooms classrooms and associated facilities and

products for customer demonstrations and briefings in the

centers

n Demonstrate technology that customers need to see in operation

before you can close an opportunity

Business Partner Innovation Centers (Explore)

Business Partner Innovation Centers (BPICs) are demonstration

centers owned and operated by Premier-level IBM Business

Partners around the world These multifunctional facilities serve

many purposes including as briefing centers to

n Demonstrate proposed technologies and complex solutions to

clients before critical purchase decisions are made

n Showcase a wide variety of midmarket solutions across the IBM

hardware portfolio

n Offer client training classes

n Increase employee hands-on skills and demonstrate technical

expertise

IBM Express Seller (Develop Implement and Confirm)

IBM Express Seller offers simplified access to select Express

Advantage offerings ndash products services and software developed

and priced for mid-sized business These industry-leading

offerings are readily available and supported by IBM investments

in incentive programs education technical support and demand

generation support

n Make your selling efforts for mid-sized opportunities more

effective and efficient

n Drive awareness of offerings designed and priced for mid-sized

businesses

Continued

Resources

Selling

17 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Express Selector Plus (Implement and Confirm)

Express Selector Plus is a simple to use Web-enabled tool that

makes it easier for IBM resellers to select configure and source

midmarket products The tool provides a single resource to

n View detailed product specifications and pricing

n Find and build a validated system by family usage criteria

competitive model or part number

n Check distributor availability

n View competitive comparisons with HP and Dell products and

obtain information on the latest promotions

A unique ID and password are required to access Express

Selector Plus

IBM Global Financing (Develop Implement and Confirm)

IBM Global Financing provides comprehensive IT financing

assisting your clients in acquiring solutions and technology as well

as certified pre-owned equipment asset disposal and asset

management services

n Leverage single-source financing for IBM and non-IBM hardware

software and services available in more than 55 countries

worldwide

n Streamline the financing process provide instant financing

quotes credit approval requests and generate financing

contracts with our Rapid Online Financing tool designed

expressly for IBM Business Partners

With more than $36 billion in assets and operations IBM

Global Financing is the worldrsquos leading provider of multivendor IT

financing solutions This translates into the most comprehensive

competitive IT financing offerings for your clients and sophisticated

commercial financing solutions for you

IBM Education Pack (Develop Implement and Confirm)

The IBM Education Pack enables you to sell IBM training at

discounted rates Prepaid training can turn a technology sale into a

complete end-to-end solution and is ideal for adding to client

proposals Multiple discount levels are available for training which

can be used for purchasing classroom training technical

conferences and Web-based learning at a competitive price

Resources

n IBM Systems and middleware technical support options for software developmentn Software critical implementation support n Solution assurance assistance n Techline

n Software technical sales consultancy

n IBM Innovation Centers n IBM Solutions Builder Express

n IBM Express Runtime n Run Your Business Software n Software Access Catalog

Downloads and Drivers

Develop and Migrate

Configuration and Sizing

Support and Services

Technical Support

n Get business applications up and running fast with IBM

Express Runtime

n Receive one-on-one technical assistance to build and test your

solutions link to IBMrsquos sales support for opportunity assistance

and collaborate with IBM Business Partners IT professionals and

academia through IBM Innovation Centers

n Access technical assistance in solution design and integration

through software technical sales consultancy

n Receive help designing sizing configuring and proposing

solutions through Techline

From product enablement to pre- and post-sales technical support

PartnerWorld delivers resources to help you build design sell

implement and support IBM technology Resources are available

across the sales cycle and through online remote and onsite

support options Your technical vitality is as important to IBM

as it is to you ndash and thatrsquos why we invest in comprehensive support

Technical

Continued

18 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Resources

Innovation Centers (Develop and Migrate)

IBM Innovation Centers located around the world provide

technical assistance and skills transfer throughout the application

development cycle typically at no charge Services include

n Design implementation porting and testing for software

applications

n Onsite and remote access to the latest technologies

n Development tools secure labs and expert technical assistance

Extend your applications to new technologies with the help of

end-to-end technical support resources including architecture

consulting multiproduct integration proof of concept and scalability

testing and workshops and technical seminars Resources vary

by center

Technical

19 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Continued

Featured benefits

IBM Express Runtime (Downloads and Drivers)

IBM Express Runtime is an integrated platform that gets your

business applications up and running fast An easy-to-use

dashboard simplifies the administration of applications One

convenient package includes an IBM database server

Web server and Application Server Deliver everything required

to run and manage your business application to your

customers with one purchase one installation one license one

administration console and one support structure

n Reduces time and cost ndash get your application up and running fast

n Reuse your existing applications and skills ndash no need to rewrite

code or retrain staff

n Includes tools to integrate your own components ndash you control

your customerrsquos experience

n Lowers the total cost of ownership for database application and

Web servers

Run Your Business Software (Downloads and Drivers)

Run-your-business software for day-to-day Business Partner

operations is available with the purchase of the IBM Value Package

or Software Access Option Software is available for all IBM

Software brands Information Management Lotus Tivoli and

WebSphere Multiple languages are also available

Resources

Solution assurance assistance (Support and Services)

Solution assurance assistance is a technical quality assurance

process that to helps you to maximize customer satisfaction when

you sell and implement IBM solutions and offerings A

comprehensive review of your completed solution by IBM technol-

ogy specialists will help you to answer three key questions

n Will the solution work

n Can we implement it successfully

n Will it meet the customerrsquos requirements and expectations

Techline (Support and Services)

Techline is IBMrsquos pre-sales Technical Sales Support organization

helping you sell IBM- based solutions Technical sales support from

Techline helps you design size configure and propose solutions

Services may vary by geography but they generally include

n Solution design

n Server sizing support

n Configuration and validation assistance

n Technical product information

n Access to technical education

n Competitive and solution assurance information

Technical

20 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Software Access Catalog (Downloads and Drivers)

Software Access Catalog is an online catalog allowing members of

PartnerWorld to obtain the latest level of IBM software products

by download at no additional charge or purchase discounted CD

media versions Software products are available in multiple

languages from Information Management Lotus Rational Tivoli and

WebSphere

Software technical sales consultancy

(Configuration and Sizing)

Software technical sales consultancy offers eligible Business

Partners voiceon-site technical assistance in solution design and

solution integration for sales opportunities greater than $100000

USD (or equivalent local currency) in the specific product area

where support is being requested

IBM Systems and middleware technical support

option for software development (Support and Services)

IBM Systems and middleware technical support option for

software development offers application development support for

IBM server operating systems and cross-server middleware prod-

ucts and technologies for your development efforts

Software critical implementation support

(Support and Services)

Software critical implementation support offers IBM Premier

Business Partners who have purchased the Value Package on-site

solution implementation assistance for critical engagements

where revenue involved is greater than $250000 USD (or equiva-

lent local currency) This support can be at the customer or

IBM Business Partner locationResources

ProfessionalCertification

IBM Training Paths

ClassroomTraining

Educateand Enable

Training

Education equates to opportunity New skills learned ndash or existing

ones refined ndash extend your reach into new markets and enable

you to increase your value to clients As our Business Partner you

will have access to extensive training and education resources

through PartnerWorld across the sales cycle Learn what you want

and when and where you want it From start to finish PartnerWorld

enables you to

IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

n Plot a course to strengthen your skills with IBM Training

Paths

n Start your education with online learning modules from Know

Your IBM

n Access technical training marketing and selling resources

through the IBM Virtual Innovation Centers

n Expand your knowledge with web lectures from PartnerWorld

University

n Acquire deep skills through Classroom Training and

n Demonstrate your education and expertise through

Professional Certification

21

Continued

Resources

PWUniversity

IBMVirtual

Innovation Centers

KnowYour IBM

PartnerWorld University

PartnerWorld University is a Web-based self-study education

tool with a broad range of sales and technical topics available

when and where you need it ndash and at no charge

n Learn without travel and time away from your sales territory

n Bookmark lectures and complete at your own pace

n Use for initial education or as a refresher prior to sales calls

n Determine your retention of material through assessment tests

Training

Continued

22 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Featured benefits

IBM Training Paths

IBM Training Paths identify appropriate courses and course

sequences to help your reach your training goals quickly and

efficiently

n Identify and pursue the skills and certifications you need to drive

your business

IBM Virtual Innovation Center

The IBM Virtual Innovation Center serves as our virtual portal for

business and complements more than worldwide 40 innovation

centers IBM Business Partners academia and IT professionals can

access technical training marketing and selling resources day

and night from anywhere ndash most of which are offered at no charge

including

n Dedicated support throughout all stages of your development

project

n Self paced technical and sales education

n Certification preparation skills roadmaps and product tutorials

n Support on demand via live chat or e-mail

Know Your IBM

Know Your IBM offers easy-to-use quick-to-complete interactive

e-learning modules that can help you understand ndash and articulate

to clients ndash the unique features and benefits of IBM product

services and solutions

n Sell more and earn more revenue by increasing your understand-

ing of IBM programs products and solutions

n Earn points and redeem awards by successfully completing

online training modules to grow your knowledge of an IBM

offering or by recording sales of qualifying products or servicesResources

Training

23 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Classroom Training

Classroom Training is available to help accelerate skills transfer ndash

face to face and person to person

n Receive insight and knowledge from accredited IBM experts

n Choose education from a comprehensive portfolio of interactive

classroom-style training courses offered at IBM campuses and

other locations

Discounted IBM Training

Discounted IBM Training makes it more affordable to keep your

employees up-to-date on the technologies they sell enabling them

to better support your clients

n Take advantage of your eligibility for discounts on most IBM

Training public classes and technical conferences

n Offset the expense of building technical skills through We Pay

Education reimbursement You Pass We Pay reimburses you

for education and certification tests and You Test We Pay offers

reimbursement for certification tests where no education is

required because of prior knowledge or experience

Available with the purchase of IBM Value Package

Professional Certification Program

IBM professional certifications validate your sales installation and

support skills and affirm that you are well positioned to address

todayrsquos increasingly complex marketplace Certifications you earn

and manage can help you

n Create competitive advantage

n Increase your credibility and validate your knowledge

n Position you as a trusted resource based upon your

demonstration of expertise Resources

n Connect collaborate and innovate using the latest social

networking and collaboration capabilities through

PartnerWorld Communities

n Create collaborative communities and go to market

together with repeatable solutions through IBM PartnerWorld

Value Net Connections

n Host Web conferences with clients or global sales teams with

LotusLivetrade Meetings and

n Identify and team with other IBM Business Partners to help you

build and deliver more complete solutions using Business

Partner Connections

Collaboration

Continued

24 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Build and maintain relationships so that you can extend your reach

into new markets broaden your capabilities and relevance and

grow your revenue in new and more profitable directions We invest

in resources to help connect you with IBM Business Partners

that have complementary skills or expertise Jointly you can

develop and deliver IBM-based solutions Collaboration has never

been more critical ndash and connecting with colleagues clients and

potential prospects and partners is essential

ResourcesBP

Connections

LotusLivetrade

Meetings

Team and Win Deals

PW Value Net

Connections

PW Communities

Featured benefits

PartnerWorld Communities

PartnerWorld Communities provides access to a variety of virtual

collaboration tools ndash Web-based resources that can help you build

and extend valuable relationships with other IBM Business

Partners as well as IBM experts

n Actively search profiles to find and recruit the talent you need for

value nets

n Start a dialogue with other IBM Business Partners to answer a

pressing question or solve a persistent problem

n Interact with subject matter experts in social networks around

the world

IBM PartnerWorld Value Net Connections

IBM PartnerWorld Value Net Connections is a comprehensive

program providing resources to help you create and maintain

successful value nets As part of a value net you can team with

firms to help you penetrate new markets create new business

opportunities reduce costs and increase revenue Value Net

Connections provides resources to help you

n Connect with Business Partners that can help you build and

market repeatable solutions as part of a cohesive community

n Receive facilitated business planning support and go-to-market

assistance

n Build and deepen technical skills and access support

LotusLivetrade Meetings

LotusLive Meetings is an integrated conferencing service

that delivers Web and audio conferencing via an easy-to-use Web

browser interface Accessible to users of all skill levels and

backed by an outstanding customer support team this Web

conferencing service is available anytime and anywhere

and is offered on a subscription basis

n Host Web conferences with your customers or global sales teams

n Reduce travel costs and save time

n Increase access to key constituents

n Improve productivity

Collaboration

25 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Continued

Resources

Business Partner Connections

Business Partner Connections offers online resources to help you

identify and engage other IBM Business Partners to help you build

and deliver more complete solutions

n Search for Business Partners and connect with other firms

n Post your job opportunities

n Use teaming assessments and tools to build and execute your

cross-firm team

n Gain access to the skills of thousands of IBM alumni worldwide

through IBM Alumni Job Postings

n Use classified ads to advertise your product or service or drive

awareness of joint engagement opportunities

Collaboration

26 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Resources

n Create and implement custom solutions with an array of

Design Development and Deployment resources

n Receive recognition and support for your expertise in industries

or key solution areas through PartnerWorld Specialties

n Focus on developing solutions for the mid-market through the

Solutions Builder Express portfolio

n Increase visibility for your solutions in the Global Solutions

Directory and

n Access valuable technical resources including support for

sales and enablement porting and testing

Solutions

Clients require solutions today ndash not just point products So when

you build solutions and go to market with IBM PartnerWorld

delivers extensive design development and deployment resources

to support you Training and one-on-one technical assistance is

available as well as tools to help you better market and sell

your IBM-based solutions

Continued

27 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Design Development Deployment

Technical Resources

Solutions Builder Express

PWSpecialties

DevelopProducts ampSolutions

Global Solutions Directory

Resources

Solutions

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

28 IBM PartnerWorld Program Guide ibmcompartnerworld

Featured benefits

Design Development and Deployment Resources

IBM provides design development and deployment resources to

help you create and implement your own custom solutions

including architecture consultants solutions roadmaps no-cost and

low-cost hardware for solution development and much more

IBM Solutions Builder Express

IBM Solutions Builder Express is a solution development and

enablement program designed to help you build winning solutions

for mid-market clients It is ready to be combined with your value-

added services to become customized solutions for customers that

actualize the expected business outcomes The portfolio integrates

a variety of resources including

n Solution Starting Points ndash Developed by experts to support

defined business outcomes through solution architecture project

planning implementation and bill-of-materials guidance

n IBM Solutions Consultant Express ndash Provides a prescriptive

approach to selecting the right solution for your customerrsquos

business problem and their current IT environment Years of

collective experience are incorporated into this program through

solution architectures typical bills of materials project planning

support and a host of customer materials such as solution

presentations

Global Solutions Directory

The Global Solutions Directory available in 10 languages is an

international resource that serves as a repository of Business

Partner offering information

n Create a thorough entry for your solution in the Global Solutions

Directory and take a critical step in marketing with IBM

n Increase visibility for your solutions among clients other IBM

Business Partners and the IBM sales network

Technical Support

Leverage a wide variety of technical resources to help you develop

and deploy IBM-based solutions

n Get information and support for developing migrating porting

and testing software on IBM platforms and middleware

n Access resources through IBM Innovation Centers to help you

build and integrate solutions close deals and grow your business

locally and globally IBM expertise is available no matter where

you are in your solution cycle

Resources

Specialized Resources

29 IBM PartnerWorld Program Guide ibmcompartnerworld

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

Focus on high-growth opportunities like the mid-market or high-

value solution areas like Dynamic Infrastructure using specialized

resources available through PartnerWorld These resources

are inclusive of support across multiple areas ndash marketing selling

technical training and collaboration

n Take advantage of wide-ranging support tailored to mid-market

opportunities and close more business through PartnerWorld

Express Advantage

n Build or refine solutions and skills in compelling opportunity

areas and receive business development funding by qualifying

for PartnerWorld Specialties and

n Acquire industry skills and expertise to advance our vision of a

Smarter Planet and reap the rewards

IBM PartnerWorld Express Advantage

PartnerWorld Express Advantage provides simplified access to a

comprehensive portfolio of benefits and resources designed

to help IBM Business Partners drive sales and profit potential in the

small and medium business market End-to-end support is

delivered across the sales cycle including resources that help you

n Understand the market

n Develop and support products or solutions

n Generate awareness and drive demand

n Collaborate to win new business

n Publicize successes

PartnerWorld Specialties

PartnerWorld Specialties provide you with greater visibility to IBM

clients and field teams and offer a roadmap to help you build

the skills and solutions around key customer segments and market

opportunities Qualification typically requires skills or solutions in

multiple IBM products or services as well as demonstrated market

success

Continued

Resources

n Dynamic Infrastructure

Client needs are shifting to more challenging and higher value

problems The Dynamic Infrastructure specialty is designed to

equip and support IBM Business Partners in expanding skills to

participate in these higher-margin opportunities

n Information On Demand

Combine your expertise with IBM Information On Demand

solutions to provide the reliable access to trusted information

your clients require Receive enhanced benefits when you

qualify for the specialty

n Service Oriented Architecture (SOA)

Get a structured business-centric IT approach to help integrate

your customersrsquo processes expand your market reach and

reduce your development upgrade and maintenance costs

n Software as a Service (SaaS)

Get help from IBM to enable deliver and market your hosted

application solutions

Smarter Planet

IBMrsquos vision is to bring a new level of intelligence to how the world

works ndash how every person business organization government

natural system and man-made system interacts Each interaction

represents a chance to do something better more efficiently

and productively And as systems become smarter meaningful new

possibilities for progress exist

Specialized Resources

Overview

Marketing

Selling

Technical

Training

Collaboration

Solutions

30 IBM PartnerWorld Program Guide ibmcompartnerworld

IBM Business Partners are uniquely positioned to take advantage

of this historic opportunity We are making significant investments in

enabling this far-reaching global community to deliver entirely

new kinds of client value including funding

n Training and education

n Sales kits

n Case studies

n Marketing collaterals

Together we can provide immediate answers to clientsrsquo most

urgent questions and advance a sustained conversation

that results in exciting long-term opportunities for our Business

Partners and clients

Resources