IBM Software Exclusives
Synchronicity University
Ingram Micro can help you take advantage of the IBM Software and Hardware partnership
with comprehensive training to raise your sales to new heights.
Ingram Micro has designed online Synchronicity University courses to get you
up to speed on IBM Hardware and Software. This training initiative comprises
a series of compulsory and recommended modules, which are designed to ensure
that you have the necessary skills to sell software solutions with the appropriate
hardware. The modules are divided into three main categories:
- Sales training modules focused on sales skills and tools
- A growing set of technical training modules
- A marketing support module focused on programs to grow business
Sales Training Modules
These modules are the keystone of the Synchronicity University training. The
first module covers management of the sales cycle from end to end, resources
needed to identify and fulfill the sale and continued development of your sales
expertise. The second module will cover software cross-selling to make the most
out of every opportunity. The third module in this group introduces you to the
financial incentive programs available to make your business more profitable.
Technical Training Modules
The Technical Training Modules consist of two components: hardware and software.
In the hardware technical training module you’ll learn about the two most
popular IBM server lines: Server x and BladeCenter. The software technical training
modules are broken into four manageable courses: Software Overview, Lotus Messaging
and Team Collaboration, Tivoli Storage Solutions and CommonStore E-mail Management
Solution
Marketing Support Module
The marketing support module brings you up to date on all the tools available
that can help you build sales. Included are marketing programs such as Ingram
Micro Market Development Funds and Agency Express. Additionally, you will learn
about the Ingram Micro CAP program, rebate programs such as SVI and VAP, financing
options like leasing and small deal financing, as well as how to leverage your
team of Ingram Micro marketing professionals.
Ingram Micro now offers an incentive to pass Synchronicity University. Register
at http://knowledge.elementk.com
and use access key 6117-IBM-8789. After passing three assessments, Ingram Micro
will provide you with a fully-funded Marketing Campaign. For details, contact
ibm-software@ingrammicro.com.
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Software Value Incentive (SVI)
SVI is designed to reward Business Partners for contributing to the three stages
of the sell cycle (identify, sell, fulfill) of new licenses in IBM Enterprise/SMB
business opportunities of $10,000 or more.
Requirements for Participation and Rewards:
- Member level or above in PartnerWorld
- Minimum of three current software certifications (at least two technical
beginning Jan. 1, 2007)
- Must register the opportunity in IBM SWG's deal registration system (Global
Partner Portal)
- Must be the first to register and be approved for the specific opportunity
and must provide sufficient sales documentation (determined by IBM)
SVI Information Call with IBM
 SVI
Information Call with IBM -- Exclusive Ingram Micro Event
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IBM Total Solution Newsletter
The new IBM Total Solution newsletter is offered to a select group of Ingram
Micro's most valued IBM Software Business Partners. It focuses on the IBM Software
Team's value-added programs and services.
Each issue will feature Ingram Micro-exclusive promotions, technical boot camps
and sales trainings for your staff and important news from IBM Software. For
more information, e-mail subscribe_ibm@im.ingrammicro.com.
IBM Total Solution Newsletter
 July
2007
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Business Partner Innovation Centers (BPIC)
Ingram Micro's exclusive BPIC
Centers, located in Santa Ana, Calif., and Buffalo, N.Y., provide IBM Business
Partners with a state-of-the-art facility focused on Lotus, Tivoli, DB2 and
WebSphere solutions. With more than 2,000 square feet of multi-functional lab
space, these centers contain the resources you need to implement IBM solutions.
Their sales and technical tools include:
- Solutions demonstrations
- Technical certification boot camps
- Sales trainings
- Sales/marketing tool kits
For details, e-mail ibmteam@ingrammicro.com.
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Value Advantage Plus
Value Advantage Plus (VAP) offers the highest discounts available through any
IBM Software partner program -- up to 30 percent on qualifying opportunities.
These incentives apply to new IBM Software licenses sold through Passport Advantage
and Passport Advantage Express that address mid-market sales.
Business Partner Requirements
To participate in VAP, you must have:
- A repeatable business model built on providing solutions -- as opposed to
software products -- to your customers. IBM will evaluate your value-add solution
and verify customer satisfaction before you can participate in VAP.
- Service revenue that is at least 30 percent of your total yearly IBM Software
sales revenue, and 20 percent of the approved sales solution.
- An application or identifiable service offering built around or designed
to operate on IBM Software (e.g., DB2 Information Management, Lotus, Tivoli
or WebSphere software).
- Membership in PartnerWorld for Software (PWSW). IBM recommends that you
purchase the Value Package for Software and that you attain Advanced or Premier
membership in PWSW.
How to apply:
- Visit twww.ibm.com/partnerworld/software
to update your profile
- Select the Value Advantage Plus Initiative Application
- Accept the terms and conditions of the Value Advantage Plus Attachment --
you may need to print, complete and mail a hard copy of the attachment
- Submit the application for approval
If you are approved to participate in Value Advantage Plus, IBM will notify
you and Ingram Micro via e-mail. You will also receive additional details on
the initiative. For more information, request a complete business partner guide
to the Value Advantage Plus initiative by e-mailing ibmteam@ingrammicro.com.
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2008 IBM Brochure
2008
IBM brochure
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