IBM Programs
Hardware
IBM Express Advantage Offerings
Learn more at the IBM PartnerWorld IBM Express
Advantage page.
Monthly IBM Express Seller Flash
Express Seller Cookbook
The Express Seller Cookbook provides messaging and product images
to help you create your own marketing materials. Designed to promote the
IBM Express Portfolio, the Cookbook helps you create effective marketing
deliverables by allowing you to select copy and images that are right
for you.
Express
Seller Cookbook
Education
learn
more
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IBM Global Financing
IBM Global Financing Flexible Credit
IBM Global Financing now offers simpler, smarter, faster financing programs
designed for small and mid-sized businesses without losing any of the
benefits.
details
Literature
With greater operational, strategic and financial benefits than outright
ownership, why wouldn’t your clients lease instead of purchase?
details
Key Questions to Ask Clients about Leasing
With all the sales advantages for you, and business benefits for your
clients, which key questions should you be asking your clients about financing
and leasing?
details
Why Clients Should Lease from IGF
When it’s obvious that leasing their IT is the way to go, why wouldn’t
your clients choose IBM Global Financing?
details
Why Clients Should Choose Lease vs. Purchase
How to overcome customers’ most common objections to financing.
details
IGF Asset Recovery Services
details
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Software Programs
Growth Through Skills Initiative
Open Distribution
A subset of the IBM Software portfolio is remaining in open distribution,
business as usual. The new certification and revenue requirements do not
apply. For a complete list of products that are expected to fall into
the open distribution category, view the IBM
Software Open Distribution List.
Controlled Distribution
In October 2009, IBM will roll out a new controlled distribution model.
Partners will be authorized to sell IBM Software at the Product Group
level. There are 14 product groups across the five brands. For a complete
lists of product groups, and their included products, which will fall
under controlled distribution, visit IBM
Partner World.
Criteria for Authorization to Resell Controlled Distribution IBM Software
Products:
- Membership in the IBM PartnerWorld program
- Two entry points into controlled distribution approved participation
in 1) Software Value Incentive (SVI) or 2) Value Advantage Plus (VAP)
- SVI: Business Partners are required to have 2 technical and 1
sales certification per product group they want to sell
- VAP: For each IBM software VAP approved solution, IBM will authorize
the Business Partner to resell all products within the corresponding
product group, both within and separately from their VAP solution.
Note: no certifications are required.
- An approved Partner Plan via the newly designed PartnerWorld online
tool
- Minimum 10% revenue participation levels within SVI and VAP
Ingram Micro: Your Indispensable Business Partner
Under the Growth Through Skills Initiative, IBM Software Business Partners
will be required to work with a single, preferred VAD for purchase of
all IBM Software products. Ingram Micro can serve as your trusted advisor
to build a roadmap around your business to ensure your success with the
IBM Growth Through Skills Initiative. For an in-depth consultation on
your firm’s readiness and a copy of the IBM presentation reviewed
today, e-mail your Market
Development Specialist.
Become An IBM Business
Partner
Expand Your IBM Software Business Today Becoming an IBM Business Partner
requires very little time, but can provide some very large benefits. To
kick off your free partnership with IBM -- and begin building your profits
-- follow these simple steps:
1. Sign up at PartnerWorld for Software at www.ibm.com/partnerworld/software.
2. Sign up for your IBM Passport Advantage Business Partner SAP ID#.
3. As you uncover end users, sign them up for their IBM Passport Advantage
Customer SAP ID# -- the enrollment form can be found at www.lotus.com/passportadvantage
on the left side under How To Enroll.
4. Contact Ingram Micro to initiate an IBM Software business planning
discussion regarding Sales, Technical and Marketing Development assistance.
5. Review the PartnerWorld for Software levels and requisite sales and
technical certifications; Choose your participation level from available
options: Member, Premier and Advanced.
6. Purchase the level-specific Value Package to receive your level-specific
benefits (e.g., technical support, demo/evaluation software products,
reimbursement of noncovered certification costs, and software that you
can run in your own business).
7. Engage in sales and technical certifications:
- Your Ingram Micro MDM can assist with Ingram Micro-hosted boot camps
and vouchers.
- IBM also runs regular trainings with testing across the country.
- Review the IBM Professional Certification site for CBT and IBM Learning
System Satellite Education options (You Pass, We Pay, You Test, We Pay
and You Attend, We Pay).For more details visit www.ibm.com/education/certify.
8. Depending on your interest and potential, review the VAP program prior
to membership.
Partner Development Program
The Partner Development program offers product training, demand generation
and marketing support for all five brands of software. Program participants
will receive:
- Up to $4,000 in technical and sales certification trainings
- Up to $5,000 for a demand-generation campaign
- Joint sales call support
- 15-percent rebate on all IBM Software SMB net new deals closing through
2006 generated from the demand generation campaign
For more details, contact your IBM Software market development specialist
at ibm-software@ingrammicro.com.
Join the SOA Business Partner Community
Service-oriented architecture (SOA) provides a structured, business-centric
IT approach to help integrate your customers' processes as linked, repeatable
business tasks or services. For their business-focused projects, customers
have found the principles of SOA to be essential.
A recent study demonstrated that businesses initially justified their
investment in projects rooted in SOA because of their cost savings, but
these companies quickly realized improvements in flexibility and innovation.
("The business value of service-oriented architecture", IBM Institute
for Business Value)
The study also found that while there is still an opportunity to use
SOA as a competitive advantage, with the widespread adoption of SOA principles,
SOA itself has become a key factor in delivering successful solutions
with flexibility and cost savings.
Business Partners are attracted to SOA for the same reasons, and the
IBM SOA Foundation provides what you need to get started. With the IBM
SOA Foundation, you can help expand your market reach, extend your value
add and reduce your development, upgrade, and maintenance costs. To get
started, visit www-304.ibm.com.
CAP -- Reseller Market Development Funds
The CAP - Reseller Market Development Funds Program can help you increase
your IBM Software sales by securing funding of up to $10,000 for a variety
of marketing activities, including:
- Advertising
- Trade shows
- Web advertising
- Direct mail
- End-user seminars
- End-user demand generation
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- Incentive programs
- Newsletters
- Catalogs
- Manufacturer training and certifications
- Manufacturer symposiums
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To learn more, contact your Ingram Micro sales representative at (800)
456-8000.
PartnerWorld For Software
This comprehensive worldwide enablement and support program helps you
create new revenue and market opportunities for e-business sales. It also
provides e-business solutions that encompass IBM?s entire portfolio of
technologies, products, financing and services. Program benefits include
the following:
- Marketing And Sales Support -- gain access to demonstration and evaluation
software, product information and opportunities to form strategic partnerships.
- Education -- access a portfolio of business, sales and technical education
resources, including an e-business certification curriculum.
- Technical Support -- rely on expert technical assistance to assist
with sales, installation, usage and ongoing support.
- Incentives -- earn value-based and market-focused rewards that help
reduce your cost of doing business.
- Financing -- increase your sales with flexible, competitive financing
for your customers.
- Relationship Marketing -- gain quick, easy access to timely information,
tools and support.
Lotusphere Comes to You
Ingram Micro and IBM can help you host your own Lotusphere for your end
users. The IBM People productivity event marketing tools are designed
to provide IBM Business Partners with a set of consistent and modular
tools that will enable the execution of highly targeted, professional
face-to-face closing events. These customized tools have been developed
to help you plan and execute your IBM People productivity event quickly
using specific messaging we have in market today.
To learn more about the tools available to you, visit www-304.ibm.com.
Contact IBM team for assistance
with your own Lotusphere.
Passport Advantage
Passport Advantage is IBM's comprehensive program for software licensing
and software maintenance (product upgrades and technical support). This
program saves organizations money at every stage of software acquisition
and use -- virtually everywhere in the world. In fact, Passport Advantage
is the most flexible and cost-effective way for organizations to reap
the benefits of newly released technology, access technical support to
keep businesses up and running; obtain volume pricing for significant
software purchases. Thus, Passport Advantage helps lower acquisition and
administrative costs, facilitate migration to new platforms, boost productivity
and increase profits.
Passport Advantage
Express
Passport Advantage Express is a simple, straightforward and easy program
designed for smaller, typically single-site enterprises. This new offering
combines the full Passport Advantage product list with the simplicity
of transaction-based acquisition. Passport Advantage Express does not
require a relationship agreement; each transaction is subject to the terms
and conditions in effect at the time of purchase. Also, license acquisitions
include software maintenance coverage for a full 12 months.
U-Pick Program for Business Partners
The WebSphere Portal U-Pick program is designed to give IBM Business Partners
creative ways to drive new revenue by selling WebSphere Portal. On this
webcast we will present to you the value of selling WebSphere Portal in
2006 and how you can gain access to an array of WebSphere Portal customized
sales-support materials, solution selling education and demand generation
resources that are available through the U-Pick program. This program
will offer:
- Sales and education assistance to help you identify customer opportunities
- Solution selling kits organized to help you sell to IT and line of
business customers
- Demand generation resources so that your sales people can become self-sufficient
in generating quality leads
- Bonus: Vendor agency funds available
Download the trifold for the WebSphere Portal U-Pick program
websphere
portal u-pick program
Business Partners (VADs, Resellers, ISV) need to be a members of PartnerWorld.
How do you sign up for the program? Register at www.ibm.com.
You will receive a confirmation e-mail indicating that you have been accepted
in the program and a link to the sales materials.
Software Maintenance Feature
To complement your customers' IBM Software purchases, Passport Advantage
includes a maintenance feature for product upgrades and technical support
and ensures successful software deployments. This feature gives your customers
complete upgrade and cross-platform migration coverage for most commercially
available IBM distributed software, including Lotus, WebSphere, Tivoli,
DB2 Information Management, and Rational Software.
This flexibility enables users to easily upgrade to new software releases,
to accommodate their businesses' changing needs. And our technical support
experts help ensure your customers stay up and running with all their
software acquisitions -- and that you enjoy an increased return on your
IBM Software investment. Program benefits include:
- A full year of software maintenance with each license
- Comprehensive and flexible upgrade coverage
- Protection of your customers? technology investments
- Simplified software asset management
- Reduced acquisition and administration costs
- Streamlined budgeting for software upgrade and migration costs
- Immediate support coverage on newly acquired products during installation
phase and for the life cycle of product
- Flexible, responsive, cross-platform customer support from IBM, anywhere
in the world
- Access to IBM Software technical support for all of a customer?s designated
IT staff
- Simplified acquisition and renewal of cross-platform customer support
- Response time of two hours or less during normal business hours 24/7
access to support resources for business-critical outages
- Increased access to self-help via the internet
To learn more, contact one of our Passport Advantage team members at
(800) 456-6783, ext. 66043.
Specialized Programs For
Increased Revenue
PartnerWorld for Software also provides the Value Package for Software.
IBM strongly advises all value-added business partners purchase this package,
which is sold in most areas for $2,000 (USD) annually. Program members
can enjoy:
- Marketing and sales information
- Early training on new product offerings
- Demo and evaluation software (NFR)
- Education reimbursements (e.g., We Pay Offerings)
- Marketing support
- Technical sales support
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- Installation and usage support
- Technical mentoring for significant sales opportunities
- On-site support for critical situations
- Web-based Q&A solution support
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To learn more about all the benefits of PartnerWorld for Software, contact
our IBM Software team or visit www.ibm.com/partnerworld/software.
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